Explore every episode of the podcast Field Sales Leadership Guide
| Title | Pub. Date | Duration | |
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| Sales Excellence in Healthcare Services: The VirtuOx Model with Kyle Miko | 17 Sep 2024 | 00:24:54 | |
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.
Tune in to this insightful episode and discover how you can harness data and leadership to drive growth in your own organization.
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| 29. Mastering Territory Management: Joe McDonald’s Data-Driven Approach at Jasper Engines | 05 Sep 2024 | 00:29:30 | |
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:
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!
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| 20. Why change? Exploring why sales orgs buy new technology | 04 Oct 2023 | 00:25:38 | |
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…
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| 19. Data-driven Territory Management with Austin Green of Jasper Engines and Transmissions | 20 Sep 2023 | 00:43:51 | |
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…
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| 18. 7 things to look for in a CRM | 06 Sep 2023 | 00:43:32 | |
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.
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…
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| 17. Transforming from Lone Wolf Sales to Process-Driven Sales, with Joe Anderson | 11 Aug 2023 | 00:35:03 | |
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| 16. What CRM customer support should look like | 28 Jul 2023 | 00:31:43 | |
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| 15. How Jasper Engines and Transmissions built a measurable sales process from the ground up | 07 Jul 2023 | 00:38:28 | |
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| 14. Process beats people | 23 Jun 2023 | 00:19:18 | |
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.
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| 13. How a crawl, walk, run approach leads to a successful CRM rollout | 09 Jun 2023 | 00:25:04 | |
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| 12. Building a sales process from the ground up with Luke Wittenbraker | 30 May 2023 | 00:42:48 | |
In this episode, JT and Mary are joined by Luke Wittenbraker who discusses his experience as the son of the boss and Sales Director at Mactech. Luke talks about his journey from marketer to salesperson to sales leader at the family business. He explains how he had to adapt to his role and the dynamics of being a young sales director in a team of older salespeople. Luke also discusses his approach to earning respect and building relationships with his team. He mentions his background of working in the company during summers, which helped him gain some respect within the manufacturing organization.
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| 11. Leveraging a CRM for better customer engagement at Thibaut Design | 02 May 2023 | 00:26:24 | |
Choosing the right CRM for the business is an important decision. When the right CRM tool is chosen, sales reps gain valuable insights and are more productive than without it. When reps are seeing this kind of value from the CRM, leaders can glean invaluable data from it. Andrea Eckberg evaluated and adopted Thibaut Design’s first CRM, and her team is thrilled with the lead generation opportunity, account segmentation capabilities and efficiency of planning.
“Ultimately, what we found is a CRM, especially one as simple to use as Map My Customers, gives our reps time back in their day. Anyone who's been in sales knows that the most valuable thing we have is time, and we never have enough of it. So, to be able to give back some time during the day to help make our team more efficient to help their ability in the market to make quick decisions to be in the right place at the right time with the right information at their fingertips,” says Andrea Eckberg from Thibaut Design. Learn about Andrea Eckberg’s approach to adopting a new CRM and the value it has brought to her team. Discover the role their CRM has played in onboarding new sales reps.
Follow JT Rimbey on LinkedIn or send a message Follow Andrea Eckberg on LinkedIn or send a message
We've lined up for you some of the smartest movers and shakers in sales leadership to share their formulas for success and the tricks of the trade. The Field Sales Leadership Guide podcast discusses with experienced and successful sales leaders what works and what doesn't in the sales profession. Listen in as we tap into high performing sales leaders and their passion for field sales. Join us as we pull back the curtain giving you actionable insights and strategies that you can use with your sales team.
Traditional CRM aren’t designed with outside sales reps in mind. They're too cumbersome, complex and time consuming and lack mobile-friendly options. Use Map My Customers as the CRM of record or as the tip of the spear for your existing CRM. Designed specifically for outside sales reps, Map My Customers is a mobile-first platform that strategically segments accounts, provides optimized routing and mapping tools, activity logging and much more. Get a free hands-on tour at https://smarturl.it/mmc-trial. Follow Map My Customers https://twitter.com/mapmycustomers https://www.facebook.com/mapmycustomers https://www.linkedin.com/company/map-my-customers
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| 28. Build Your Framework for Growth: Todd Caponi on Transparency, CRM, and Data-Driven Sales Strategies | 09 Jul 2024 | 00:48:23 | |
We are joined by Todd Caponi, a sales leader and the mind behind The Transparency Sale and The Transparent Sales Leader. Todd dives deep into his unique strategies for building successful sales teams through transparent methodologies and data-driven strategy. Discover the power of embracing losses as learning opportunities, leveraging structured frameworks to maximize revenue, and the importance of understanding customer behaviors. Todd also highlights the need for effective CRM tools and a data-driven approach to ensure long-term success in sales leadership. Episode Highlights:
About our guest: Todd Caponi is a celebrated sales leader, speaker, and author of the award-winning bestseller The Transparency Sale. His latest book, The Transparent Sales Leader, delves into how transparency and decision science can enhance sales performance. Having led two companies to successful exits, Todd now leads Sales Melon LLC, where he teaches revenue organizations how to maximize capacity. Additionally, he hosts "The Sales History Podcast," where he shares insights on the evolution of the sales profession. Connect with Todd on LinkedIn and visit toddcaponi.com for more!
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| 10. Building Relationships and Staying Organized as a Sales Manager with Drew Cline from CONMED | 08 Apr 2023 | 00:20:34 | |
If ever there was a recipe for success as a Sales Manager, Drew Cline has perfected the ingredients and the process. The key ingredients are a passion for connecting and building relationships, organization and hard work. While that might not be hugely surprising, Drew is proof that there is no easy button or shortcut to success. Drew’s love of organization and socializing in his personal life mirror his professional life. This career in outside sales is natural to him, but it's still hard, persistent work. The phrase “do what you love” is certainly true in this case.
“Relationships are huge, especially in our industry, but I think it's just my natural instinct to form relationships. I love making friends. I love hosting parties. It's like I treat it just like I do my personal life. I genuinely like getting to know people. So in any of these offices, I was wanting to get to know these people and it's my job to be there. What else do I have to do? You know, it's important to me to be good at my job and be successful. Those relationships are valuable,” says Drew Cline, Capital Sales Manager at CONMED. Learn about Drew’s organization, motivation and how he has been a high-performer in his career. Can you use this recipe for success to be successful in your role as a sales rep? About our sponsor Follow JT Rimbey on LinkedIn or send a message Follow Drew Cline on LinkedIn or send a message
We've lined up for you some of the smartest movers and shakers in sales leadership to share their formulas for success and the tricks of the trade. The Field Sales Leadership Guide podcast discusses with experienced and successful sales leaders what works and what doesn't in the sales profession. Listen in as we tap into high performing sales leaders and their passion for field sales. Join us as we pull back the curtain giving you actionable insights and strategies that you can use with your sales team.
Traditional CRM aren’t designed with outside sales reps in mind. They're too cumbersome, complex and time consuming and lack mobile-friendly options. Use Map My Customers as the CRM of record or as the tip of the spear for your existing CRM. Designed specifically for outside sales reps, Map My Customers is a mobile-first platform that strategically segments accounts, provides optimized routing and mapping tools, activity logging and much more. Get a free hands-on tour at https://smarturl.it/mmc-trial. Follow Map My Customers https://twitter.com/mapmycustomers https://www.facebook.com/mapmycustomers https://www.linkedin.com/company/map-my-customers
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| 9. White Glove Service as a Competitive Advantage with Michelle Shepard from Systel | 28 Feb 2023 | 00:24:24 | |
In a highly competitive business, standing out among competitors must be a well-executed strategy. Systel is living and breathing this approach at every interaction with their customers. VP of Sales Michelle Shepard joins to discuss the deep roots of customer service excellence at Systel and how taking care of each other is not only how they service customers, but also how they treat colleagues. This company culture drives revenue, loyalty, staff retention, job satisfaction and a reputation in the industry that just can’t be beat. “Customer service is not a one time goal. It's a continued commitment to innovation, quality and attention to detail…We truly are an organization that really takes care of our employees and our customers,” says Michelle Shepard, VP of Sales at Systel. Learn how the Systel culture began, how their sales team wins and their use of LinkedIn to sound the trumpets. Follow JT Rimbey on LinkedIn or send a message Follow Michelle Shepard on LinkedIn or send a message
We've lined up for you some of the smartest movers and shakers in sales leadership to share their formulas for success and the tricks of the trade. The Field Sales Leadership Guide podcast discusses with experienced and successful sales leaders what works and what doesn't in the sales profession. Listen in as we tap into high performing sales leaders and their passion for field sales. Join us as we pull back the curtain giving you actionable insights and strategies that you can use with your sales team.
Traditional CRM aren’t designed with outside sales reps in mind. They're too cumbersome, complex and time consuming and lack mobile-friendly options. Use Map My Customers as the CRM of record or as the tip of the spear for your existing CRM. Designed specifically for outside sales reps, Map My Customers is a mobile-first platform that strategically segments accounts, provides optimized routing and mapping tools, activity logging and much more. Get a free hands-on tour at https://smarturl.it/mmc-trial. Follow Map My Customers https://twitter.com/mapmycustomers https://www.facebook.com/mapmycustomers https://www.linkedin.com/company/map-my-customers
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| 8. Partnering with Independent Reps in Medical Device Sales with Brian Schauer at Novastep | 25 Jan 2023 | 00:27:49 | |
Organizations with indirect sales teams are awarded the scalability and flexibility that come with utilizing contract reps and manufacturer’s agents. This common sales model often used by medical device organizations has its pros and cons. Brian Schauer from Novastep shares how indirect sales teams have helped their business thrive. Learn more about how they train, motivate and stay informed with their sales team. “The best way to get in with a distributor or independent sales agent is to understand that they are their own business owners. So they're going to obviously want to do what's best for them, and which is going to be successful for their business. What advantages or resources can I provide that business to be successful in their own race?” says Brian Schauer of Novastep. Follow JT Rimbey on LinkedIn or send a message Follow Brian Schauer on LinkedIn or send a message
We've lined up for you some of the smartest movers and shakers in sales leadership to share their formulas for success and the tricks of the trade. The Field Sales Leadership Guide podcast discusses with experienced and successful sales leaders what works and what doesn't in the sales profession. Listen in as we tap into high performing sales leaders and their passion for field sales. Join us as we pull back the curtain giving you actionable insights and strategies that you can use with your sales team.
Traditional CRM aren’t designed with outside sales reps in mind. They're too cumbersome, complex and time consuming and lack mobile-friendly options. Use Map My Customers as the CRM of record or as the tip of the spear for your existing CRM. Designed specifically for outside sales reps, Map My Customers is a mobile-first platform that strategically segments accounts, provides optimized routing and mapping tools, activity logging and much more. Get a free hands-on tour at https://smarturl.it/mmc-trial. Follow Map My Customers https://twitter.com/mapmycustomers https://www.facebook.com/mapmycustomers https://www.linkedin.com/company/map-my-customers
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| 7. Account Segmentation and the Educational Sales Cycle with Robbie Lunt from Biodesix | 04 Dec 2022 | 00:20:58 | |
When a new medical product challenges old ways of diagnosing cancer, sales and marketing teams must collaborate to proliferate the message to many key purchasing influencers in the sales cycle. For lung disease diagnostic company Biodesix, it’s an educational marketing and sales process that asks oncologists and pulmonologists to take a new approach that leads to early diagnosis. Learn how they are deploying teams to spread the word and how segmenting their accounts helps them tackle these untapped markets. “So that's really one of the main reasons that we partnered with Map My Customers is that we have this treasure trove of data in Salesforce.com, but we hadn't found a way that we could really translate that into something that the sales team could use while they're on the go,” explains Robbie Lunt, Senior Director of Marketing at Biodesix. “And I'll note that some of our sales reps have fairly big geographies and are visiting different cities in sequence. So, putting that data in a way that they can easily pull it up and get the insights they need to be efficient was really important.” Follow JT Rimbey on LinkedIn or send a message Follow Robbie Lunt on LinkedIn or send a message
We've lined up for you some of the smartest movers and shakers in sales leadership to share their formulas for success and the tricks of the trade. The Field Sales Leadership Guide podcast discusses with experienced and successful sales leaders what works and what doesn't in the sales profession. Listen in as we tap into high performing sales leaders and their passion for field sales. Join us as we pull back the curtain giving you actionable insights and strategies that you can use with your sales team.
Traditional CRM aren’t designed with outside sales reps in mind. They're too cumbersome, complex and time consuming and lack mobile-friendly options. Use Map My Customers as the CRM of record or as the tip of the spear for your existing CRM. Designed specifically for outside sales reps, Map My Customers is a mobile-first platform that strategically segments accounts, provides optimized routing and mapping tools, activity logging and much more. Get a free hands-on tour at https://smarturl.it/mmc-trial. Follow Map My Customers https://twitter.com/mapmycustomers https://www.facebook.com/mapmycustomers https://www.linkedin.com/company/map-my-customers
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| 6. Working Together to Overcome Obstacles and the Sales Tools that Reps Need with Kevin Dunbrack at McCarthy & Sons | 01 Nov 2022 | 00:37:13 | |
Kevin Dunbrack from Canadian vet supply rep agency McCarthy & Sons Service knew early on in his sales career that leading and growing a team was his professional passion. Collaboration and problem solving help his team share insights and overcome obstacles. Learn about his approach to leadership, his role as the bad guy, and the tech tools he uses to build strong relationships with clients and how it drives adoption and usage. “I don't like managing people, I like leading people. So I don't want to be correcting you or telling you that you have to do something. I want to show you that doing something is going to be valuable. And so for me to police my reps or to make sure you're like to say you have to log your calls, it's a waste of everyone's time. So let's figure out how this is valuable for all of us. And then we'll just do it,” explains Kevin Dunbrack, McCarthy & Sons. Follow Kevin Dunbrack on LinkedIn or send a message About the Podcast We've lined up for you some of the smartest movers and shakers in sales leadership to share their formulas for success and the tricks of the trade. The Field Sales Leadership Guide podcast discusses with experienced and successful sales leaders what works and what doesn't in the sales profession. Listen in as we tap into high performing sales leaders and their passion for field sales. Join us as we pull back the curtain giving you actionable insights and strategies that you can use with your sales team.
Traditional CRM aren’t designed with outside sales reps in mind. They're too cumbersome, complex and time consuming and lack mobile-friendly options. Use Map My Customers as the CRM of record or as the tip of the spear for your existing CRM. Designed specifically for outside sales reps, Map My Customers is a mobile-first platform that strategically segments accounts, provides optimized routing and mapping tools, activity logging and much more. Get a free hands-on tour at https://smarturl.it/mmc-trial.
https://twitter.com/mapmycustomers https://www.facebook.com/mapmycustomers https://www.linkedin.com/company/map-my-customers
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| 5. Effective People Leading and Motivating Sales Teams with Bryant Davis at SC Johnson | 26 Sep 2022 | 00:36:18 | |
Accomplished and seasoned sales leadership guru Bryant Davis joins us to discuss his experience with some of the most iconic companies including PepsiCo, Bridgestone Tires, and now with SC Johnson. Find out what it takes to get into high-level leadership positions and which skills to develop in order to be successful. Learn about the power of coaching your team to bring everyone together and working towards common goals. “As you start thinking about a frontline sales team, they’ve got a million things coming at them. Your role should be simplifying the agenda for them. Here's what I need you to be focused on. Don't get too high on the wins, don't get too low on the losses. There's gonna be plenty of both, hopefully more wins than losses. Then continue to motivate and keep your team hungry,” explains Bryant Davis, SC Johnson. 00:00 - Introduction 02:03 - Climbing the corporate ladder 05:39 - Traits of effective leaders 09:00 - Top performers as leaders 16:09 - Skill toolbox for sales leaders 20:46 - Sales coaching and effective one-on-ones 23:53 - The pros and cons of executive-level leadership 26:46 - The growing importance of technology in sales 34:39 - Our sponsor Map My Customers
Follow Bryant Davis on LinkedIn or send a message
We've lined up for you some of the smartest movers and shakers in sales leadership to share their formulas for success and the tricks of the trade. The Field Sales Leadership Guide podcast discusses with experienced and successful sales leaders what works and what doesn't in the sales profession. Listen in as we tap into high performing sales leaders and their passion for field sales. Join us as we pull back the curtain giving you actionable insights and strategies that you can use with your sales team.
Traditional CRM aren’t designed with outside sales reps in mind. They're too cumbersome, complex and time consuming and lack mobile-friendly options. Use Map My Customers as the CRM of record or as the tip of the spear for your existing CRM. Designed specifically for outside sales reps, Map My Customers is a mobile-first platform that strategically segments accounts, provides optimized routing and mapping tools, activity logging and much more. Get a free hands-on tour at https://smarturl.it/mmc-trial. Follow Map My Customers https://twitter.com/mapmycustomers https://www.facebook.com/mapmycustomers https://www.linkedin.com/company/map-my-customers
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| 4. Hiring and Training a Medical Sales Team with Aeroflow Healthcare | 23 Aug 2022 | 00:32:37 | |
A well-developed hiring and training program is critical when building a high-performing medical sales team. Culture fit and the right sales acumen and energy needs to match up with the types of customers and selling experiences they will encounter each day. “We find in people we’re interviewing that if they're high in people service, they generally have a really good mind for customer service. They also have a lot of empathy, they tend to be emotionally intelligent, they tend to read a room well, and those are the folks that do the best in a long-term, ongoing relationship sale,” Eric Mongeau, Aeroflow Healthcare. In this episode, learn about Aeroflow Healthcare’s hiring process and training program for their medical sales team. Find out what the first 30-60-90 days of employment looks like and how CRM’s and sales tools help their new reps go from zero to hero. 00:00 - Introduction 3:50 - About Aeroflow Healthcare 9:40 - Challenger sales 16:16 - Hiring a medical sales team 18:38 - Training a medical sales team 22:25 - Providing value to the sales team with CRM’s and sales tools 31:10 - Our sponsor Map My Customers Follow JT Rimbey on LinkedIn or send a message Follow Eric Mongeau on LinkedIn or send a message
We've lined up for you some of the smartest movers and shakers in sales leadership to share their formulas for success and the tricks of the trade. The Field Sales Leadership Guide podcast discusses with experienced and successful sales leaders what works and what doesn't in the sales profession. Listen in as we tap into high performing sales leaders and their passion for field sales. Join us as we pull back the curtain giving you actionable insights and strategies that you can use with your sales team. About the Sponsor Traditional CRM aren’t designed with outside sales reps in mind. They're too cumbersome, complex and time consuming and lack mobile-friendly options. Use Map My Customers as the CRM of record or as the tip of the spear for your existing CRM. Designed specifically for outside sales reps, Map My Customers is a mobile-first platform that strategically segments accounts, provides optimized routing and mapping tools, activity logging and much more. Get a free hands-on tour at https://smarturl.it/mmc-trial. Follow Map My Customers https://twitter.com/mapmycustomers https://www.facebook.com/mapmycustomers https://www.linkedin.com/company/map-my-customers
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| 3. Driving CRM Usage and Sales Tool Engagement with Sonic Healthcare | 27 Jul 2022 | 00:36:57 | |
In this episode, learn how to drive CRM and sales tool sales rep engagement and which tools this team uses in their technology stack. “When it's done, right, a CRM is a place that people want to go to and want to live in, eat and breathe and sleep in. There are different ways to make the CRM a place that draws reps in, instead of repelling them. The day that you embrace the benefits of it, is when things change,” explains Paul Greenberg, National Director of Sales Operations for Sonic Healthcare. 00:00 - Introduction Learn more about Sonic Healthcare Follow JT Rimbey on LinkedIn or send a message Follow Paul Greenberg on LinkedIn or send a message About the Podcast We've lined up for you some of the smartest movers and shakers in sales leadership to share their formulas for success and the tricks of the trade. The Field Sales Leadership Guide podcast discusses with experienced and successful sales leaders what works and what doesn't in the sales profession. Listen in as we tap into high performing sales leaders and their passion for field sales. Join us as we pull back the curtain giving you actionable insights and strategies that you can use with your sales team. About the Sponsor Traditional CRM aren’t designed with outside sales reps in mind. They're too cumbersome, complex and time consuming and lack mobile-friendly options. Use Map My Customers as the CRM of record or as the tip of the spear for your existing CRM. Designed specifically for outside sales reps, Map My Customers is a mobile-first platform that strategically segments accounts, provides optimized routing and mapping tools, activity logging and much more. Get a free hands-on tour at https://smarturl.it/mmc-trial. Follow Map My Customers https://twitter.com/mapmycustomers
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| 2. Hyperlocal Field Sales Territory Planning with Johnstone Supply | 02 Jun 2022 | 00:37:04 | |
In this episode, learn how Johnstone Supply manages the on and off seasons of their business and how they serve their customers during these times. Find out how this young leader is walking beside his sales team to deliver value to their customers. “I am doing everything I possibly can to keep my reps in one to two adjacent counties. I want them to be that hyperlocal. I want them to see their contractors at their grocery store,” David Sioma, Johnstone Supply. 00:00 - Introduction Johnstone Supply https://www.johnstonesupply.com/ Follow JT Rimbey on LinkedIn or send a message: https://www.linkedin.com/in/jtrimbey/ Follow David Sioma on LinkedIn or send a message: https://www.linkedin.com/in/siomasays/
About the Sponsor Follow Map My Customers https://twitter.com/mapmycustomers https://www.facebook.com/mapmycustomers https://www.linkedin.com/company/map-my-customers
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| 1. What Gets Measured Gets Done: The Proven Sales Plan from Jasper Engines | 27 May 2022 | 00:43:25 | |
Measurable sales processes are not only part of the Jasper Culture, they are a tried and tested formula with a long history of success. Joe McDonald, Vice President of Sales at Jasper Engines & Transmissions explains the Jasper secret recipe for field sales success. Learn how they created clear and actionable steps that field sales reps take with customers at predetermined intervals to ensure they’re bringing value to their customers and revenue to the company. “I've been outside sales for 20 years and this stuff actually works. Yes, we do have a process. What gets measured gets done,” Joe McDonald, Jasper Engines. “The result of a process where the outside sales rep knows where they're going and when they're going there is the customer gets to predict and regularly count on this. That's it, man, that consistency factor just drives loyalty,” Joe McDonald, Jasper Engines. In this episode, learn how Jasper Engines and Transmissions has been able to grow revenue and an incredibly loyal and tenured sales team. 00:00 - Introduction 08:11 - How Jasper thrived during the COVID-19 pandemic 18:04 - Hiring an outside sales rep 21:08 - T-groups and the measurable sales activity plan 29:46 - Jasper company culture 41:43 - Our sponsor Map My Customers Resources Jasper Engines and Transmissions https://www.jasperengines.com/ Follow JT Rimbey on LinkedIn or send a message: https://www.linkedin.com/in/jtrimbey/ Follow Joe McDonald on LinkedIn or send a message: https://www.linkedin.com/in/joe-mcdonald-79b6a72/ About the Podcast
Traditional CRM aren’t designed with outside sales reps in mind. They're too cumbersome, complex and time consuming and lack mobile-friendly options. Use Map My Customers as the CRM of record or as the tip of the spear for your existing CRM. Designed specifically for outside sales reps, Map My Customers is a mobile-first platform that strategically segments accounts, provides optimized routing and mapping tools, activity logging and much more. Get a free hands-on tour at https://smarturl.it/mmc-trial. Follow Map My Customers https://twitter.com/mapmycustomers https://www.facebook.com/mapmycustomers https://www.linkedin.com/company/map-my-customers
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| 27. What's Holding Back Your Field Sales Growth? Insights from Ben Hartmere | 26 Jun 2024 | 00:35:20 | |
Ben Hartmere, CEO of Map My Customers joins the show as we explore the changing landscape of field sales, highlighting the challenges field sales leaders face and the innovative strategies successful teams employ. Key Moments
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| Introduction to the Field Sales Leadership Guide | 27 May 2022 | 00:01:56 | |
Traditional CRM aren’t designed with outside sales reps in mind. They're too cumbersome, complex and time consuming and lack mobile-friendly options. Use Map My Customers as the CRM of record or as the tip of the spear for your existing CRM. Designed specifically for outside sales reps, Map My Customers is a mobile-first platform that strategically segments accounts, provides optimized routing and mapping tools, activity logging and much more. Get a free hands-on tour at https://smarturl.it/mmc-trial. Follow Map My Customers https://twitter.com/mapmycustomers https://www.facebook.com/mapmycustomers https://www.linkedin.com/company/map-my-customers
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| 26. Founder's Story | 27 Dec 2023 | 00:22:29 | |
Welcome back to another engaging episode of the Field Sales Leadership Guide Podcast. In this special episode, we dive into a long-overdue conversation with our Founder and Chief Product Strategy Officer, Matthew Sniff. As a passionate advocate for those who identify market needs and take actionable steps to solve them, Matthew shares his entrepreneurial journey and insights. Join your host as he navigates through the fascinating story of Matthew's career, from his analytical mindset to his Rubik's Cube mastery. Discover the origins of Map My Customers, a venture sparked by a simple request from Matthew's father to visualize his flooring business's extensive clientele. What began as a scrappy prototype soon evolved into a successful application, meeting the needs of individual sales reps and eventually scaling to address the complexities of larger sales teams. As Matthew reflects on the challenges and triumphs of entrepreneurship, gain valuable insights into the evolution of Map My Customers and its impact on the field sales industry. From storm chasing to building a thriving business, Matthew’s journey is filled with anecdotes, lessons, and a touch of friendly banter about fantasy football and sports team loyalties. Tune in for an inspiring conversation that explores the intersection of innovation, entrepreneurship, and the exciting future ahead for Map My Customers. Take advantage of this opportunity to get to know the visionary leader behind the scenes and gain a deeper understanding of the company's commitment to revolutionizing outside field sales. LISTEN IF YOU ARE INTERESTED IN…
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| 25. How to integrate your tech stack | 13 Dec 2023 | 00:27:58 | |
Welcome to another insightful episode of the Field Sales Leadership Guide Podcast! In this episode, Mary Keough is joined by Justin Lu, Head of Customer Success at Map My Customers, as they delve into the crucial topic of integrating technology within your company. With co-host JT unavailable, Justin steps in to share his expertise on how Map My Customers can seamlessly integrate with various technologies, especially focusing on the challenges faced by field sales teams. The conversation kicks off by highlighting the shift in the importance of integrations as technology becomes more ubiquitous. Instead of merely checking boxes for features, the focus is now on how technology aligns and works with existing systems in your company. Justin and Mary explore the impact of these integrations on outside sales teams and how they enhance the efficiency of processes. They dive into four key ways companies can integrate their tech stack effectively:
The discussion emphasizes the importance of getting buy-in from the start, ensuring ease of use for sales reps, and the crucial role of managers in enforcing CRM usage. Justin concludes by highlighting the value of a well-integrated tech stack in driving sales efficiency and revenue growth. Tune in to gain valuable insights into navigating the integration landscape and optimizing technology for your field sales team's success. Don't miss out on practical tips and strategies shared by Justin and Mary in this information-packed episode! LISTEN IF YOU ARE INTERESTED IN…
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| 24. Tales from the road | 29 Nov 2023 | 00:30:01 | |
Welcome to another insightful episode of the Field Sales Leadership Guide Podcast. In this episode, JT exchanges key findings with Mary on his recent series of ride-alongs. These ride-alongs provide valuable insights into the challenges faced by outside sales reps and how sales leaders can address them. The overarching themes discovered during the ride-alongs include:
The effects of these challenges are significant, including a lack of valuable data needed for better decision-making at the rep, manager, and leadership levels. JT shares examples from his ride-alongs, emphasizing the importance of strategic coaching, efficient use of time, and the need for valuable data to drive revenue. Mary and JT discuss how the absence of a robust tracking system can hinder the sales process, drawing parallels with a manufacturing line that lacks stages for improvement.
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| 23. The KPIs should match the go-to-market strategy | 15 Nov 2023 | 00:33:26 | |
Welcome to another engaging episode of the Field Sales Leadership Guide Podcast. Host Mary and JT discuss the crucial connection between Key Performance Indicators (KPIs) and your go-to-market strategy. The hosts uncover the essential role KPIs play in optimizing your sales team's day and discover the pitfalls of relying solely on sales quotas. Whether you're new to tracking KPIs or looking to refine your existing system, this episode provides valuable insights and real-world examples to help your team thrive. From tracking sample drops to heat maps, and even the importance of mobile-friendly CRMs, our hosts guide you through the process of identifying and measuring what truly matters for your sales team's success.
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| 22. Trends in outside sales | 01 Nov 2023 | 00:28:48 | |
Welcome to another insightful episode of the Field Sales Leadership Podcast.
They also stress that starting with the sales rep's experience in mind is crucial, as it ultimately leads to better data collection and improved results. LISTEN IF YOU ARE INTERESTED IN…
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| 21. How do you measure the ROI of your CRM | 18 Oct 2023 | 00:27:40 | |
Welcome to another insightful episode of the Field Sales Leadership Podcast. JT, a seasoned expert in the field of sales, underlines the significance of ease of use when it comes to CRM systems, particularly for outside sales teams. He highlights how an intuitive CRM interface can drive adoption and generate the necessary data for strategic decision-making. Together, they share anecdotes and experiences, showcasing the nuances of CRM success and the role it plays in boosting sales, optimizing territories, and enhancing customer relationships. Tune in to gain a deeper understanding of how CRM ROI can be maximized in the field sales landscape. Connect with Mary Keough and JT Rimbey on LinkedIn to continue the conversation and share your own CRM ROI experiences. LISTEN IF YOU ARE INTERESTED IN…
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