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Each episode finds Rob Jeppsen and guest diving into the biggest question in business: How do you create predictable, repeatable, and scalable success? They discuss tactics and practices that the best sales leaders use to drive head-turning success. Rob lets you know what you can expect from each episode and gives you his promise: you'll leave each episode with new ideas to help you drive high growth with your team.
A weekly show where our hosts Paul Salamanca and Thomas Boccard interview top sales professionals, athletes and entrepreneurs on what it means to have a Top One Percenter mentality.
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Episode 149: #149: Amy Slater of Palo Alto Networks — How to Stop Checking the Boxes and Start Engaging With Your Reps
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Amy Slater is one of the top sales leaders in the business right now. She’s worked with several of the world’s most iconic sales teams and right now is VP of GTM for Internet Security at Palo Alto Networks. Her commitment to the individual development of salespeople. She joins the show to share why it is more important than ever before to stay conn…
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Episode 148: #148: Cherilynn Castleman of Sistas In Sales — Creating Connections that Matter
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Cherilynn Castleman helps women of color in the sales community become too good to be ignored. She’s learned that those who connect best have the most success. As a result, she’s developed frameworks to have conversations that create connection and fuel head-turning results. She joins us this week and shares her conversation frameworks so you can m…
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Episode 147: #147: Ryan Walsh of RepVue — More than a Numbers Game: The Quota Attainment Challenge
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It is no secret that the percentage of reps hitting quota continues to be a real challenge for sales leaders in nearly every industry. Too many leaders continue to rely on the 80/20 rule and ride their top performing reps while the others continue to struggle. Ryan Walsh, founder and CEO of RepVue joins the show and shares insights on how the most …
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Episode 146: #146: Eric Buckley of Skipio — Using Text to Transform Your Response Rates
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Eric Buckley is President of Skipio. This week he joins us to discuss how to get texting right as part of the sales process. If you aren't using text as part of your sales process...you need to. The reason is simple. Over 80% of emails never get read. And 98% of texts do get read. But it isn't as simple as just using a texting tool. You've got to u…
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Top One Percenter Show With Harris Consulting Group Founder Richard Harris
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A seasoned SaaS sales leader and inside sales trainer with 20+ years experience helping early stage and expansion stage start-ups build their sales infrastructure and train their sales teams to "get there faster. Learn Richard's tips for becoming a great salesman.By Top One Percenter
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Episode 145: #145: Sara Hurst of SAP Concur — Creating Organizational Impact by Choosing Growth Over Talent
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Sara Hurst is turning heads in the SAP/Concur enterprise. As Sr. Director of Client Sales, she has won Manager of the Year, is on top of the leaderboard, and is helping those she leads have career-best years. Sara joins the show this week to prove that you really can choose growth over talent and that you can create organizational impact quickly. S…
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Top One Percenter Show With Gap Selling Author Keenan
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Hear how the best-selling author Keenan who wrote the book Gap Selling started his career in sales. He is also the CEO of a Sales Guy. Keenan was on his own at a young age and went from minimum wage to becoming a top salesman.By Top One Percenter
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Episode 144: #144: Ryan Lallier of SalesGevity — Building Momentum By Building Morale
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Momentum is a sales leader's best friend. In this episode, Ryan Lallier of SalesGevity shares how to build momentum by building morale with the members of your team. Ryan shares the building blocks of morale and how they can be used to build up...or tear down...the momentum your team generates. Ryans shares why sales leaders need to move past the "…
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Top One Percenter Show With the Founder and CEO of Revenue Collective Sam Jacobs
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Sam Jacobs founded Revenue Collective which is an exclusive membership for growth operators dedicated to providing support, assistance, education, and career growth to its members. Sam Jacobs has helped companies scale from just north of $0 in revenue to just shy of $300M. He has helped commercial operators around the world change the trajectory of…
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Top One Percenter Show With Xvoyant Founder Rob Jeppsen
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Rob Jeppsen coaches sales leaders worldwide. He has won 18 Stevie Awards for Sales and Service since 2007 and speaks in over 100 events each year. He founded Xvoyant a sales improvement platform and continues to develop elite sales teams.By Top One Percenter
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Episode 143: #143: Michael Chan of Venli Consulting Group — Transformational Leaders vs. Transactional Managers: A Roadmap to Discretionary Effort
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Marcus Chan is turning heads worldwide. In this episode, Marcus shows why he is one of Salesforce's Top Sales Influencers to follow with an insightful conversation on how to become a transformational sales leader rather than a transactional one. This episode will help you tap into one of the most powerful tools a leader can access: Discretionary Ef…
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Episode 142: #142: Darren Reinke of Group Sixty — Don’t Be Afraid of Being Great: Becoming Authentically Confident
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Darren Reinke is the CEO and Founder of Group Sixty, an executive coaching and training company committed to building strong leaders from the inside out. In this episode, he brings the heat and challenges each listener not to be afraid of chasing greatness. He provides a blueprint on how to chase greatness in a way that is authentic to each individ…
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Top One Percenter Show With with Miami Basketball Coach Chris Caputo
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Coaching in the Final Four is a rare experience for the majority of college coaches. Coach Caputo is now entering his 10th season as Miami's Associate Head Basketball Coach and shares the moment when he knew he wanted to be a coach to coaching his team in the Final Four ten years later.By Top One Percenter
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Episode 141: #141: David Dulany of Tenbound — Wipe Out The Whiteboard: A Project Management Approach to SDR Success
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David Dulany is the Founder and CEO of Tenbound. His team helps sales leaders worldwide have wildly successful SDR teams. In this episode, David shares how to use a Project Management approach and demystify the pipeline creation function. With a big fat pipeline your chances of winning change fast. Be sure to check out David's book, the Sales Devel…
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Top One Percenter Show Paul Salamanca Tells The Story of His Daughter Mia
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Top sales professionals Paul Salamanca shares the story his daughter Mia being born and how it changed his life.By Top One Percenter
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Episode 140: #140: Davida Ginter of Enkindle Global — Keeping the Fire Burning in your team: Preventing Burnout
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Burnout is a bigger problem for today's sales leader than it has ever been. The challenges and changes of the last year have been tough. May is Mental Health Awareness Month. Burnout is a part of the Mental Health challenge facing salespeople worldwide. This is an important episode for every single sales leader. How can you keep the fire burning wi…
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Top One Percenter Show with Creator of Sales Hacker Max Altshuler
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Max Altshuler is the Creator of Sales Hacker and Vice President of Sales Engagement at Outreach Hear how he breaks down his career path and shares strategies on being a sales hacker.By Top One Percenter
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Episode 139: #139: Keith Rosen of Profit Builders — Coaching: The Art of Creating New Possibilities
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Keith Rosen literally has written the book on sales leadership and sales coaching. He is one of the rare repeat guests on the show and joins us this week to talk about how sales leadership and coaching has changed and what leaders need to do in order to create impact your reps will thank you for. Keith has a passion and level of insight that is unm…
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Episode 138: #138: Don Yaeger of Greatness, Inc — Storytelling: The Currency of Kings and Queens
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Simon Sinek has called Don Yaeger the "Greatest Storyteller of our Time." Don joins us this week with a MasterClass on storytelling. Don has created a workbook for all listeners of the Sales Leadership Podcast. To get it, send an email to Don@donyaeger.com with the subject line of "Sales Leadership Podcast-Storytelling" and Don's team will send you…
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Top One Percenter Show With Top Sales Leader Scott Leese
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Scott Leese is the CEO/Founder of Scott Leese Consulting, LLC and works with both domestic and international companies on sales strategy, process, people, pitch and more. He wrote an Amazon #1 best-selling book on sales called: Addicted to the Process- that was released in 2017, and co-authored "From Rep to Manager" released in 2021…
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Episode 137: #137: Mario Martinez Jr. of Vengreso — Getting More First Conversations
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Recent research shows that 60% of salespeople find the most difficult part of sales is getting that first conversation with a prospect. Mario Martinez and his team at Vengresso have been helping sales teams worldwide prospect effectively in the digital era. If your pipeline is your lifeline in sales…this is an episode you’ll refer to over and over …
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Top One Percenter Show With Mike Goncalves
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After traveling the world, Mike gets back home to a new world. Live as he remembered of having a job, own place to live, girlfriend and money in the bank was gone. This experience helped Mike build his Top One Percenter mindset.By Top One Percenter
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Episode 136: #136: Joe Caprio of Reprise — Removing Friction in the Buyer Journey
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Joe Caprio is the co-founder of Reprise. Reprise is changing how SaaS companies around the world handle the demonstration of their technologies. Reprise is growing fast having just secured a $17MM Series A financing and is servicing customers worldwide. In this episode, Joe discusses how customers want to buy products in the modern era and the impo…
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Top One Percenter Show With Confidence Creator Author Heather Monahan
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Heather Monahan is a best-selling author, keynote speaker, entrepreneur and founder of Boss In Heels. Having successfully climbed the corporate ladder for nearly 20 years, hear how TED speaker and Confidence Creator Author Heather Monahan got to where she is today.By Top One Percenter
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Episode 135: #135: Chris Barney of the Utah Jazz — The Privilege of Pressure
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Chris Barney is the CRO of the Utah Jazz. He shares the inside scoop of watching the NBA shut down when one of their players tested positive for COVID and how they navigated the shut down of the NBA. Chris shares his blueprint of how he and his team responded, adapted and came back stronger. Today not only are the Jazz in first place in the NBA sta…
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Episode 134: #134: Christine Rogers of Aspireship — Building an Energized Workforce
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Christine Rogers is President and COO of Aspireship. She helps SaaS Sales Leaders around the world create high performance teams. In this episode she shares how to build a high-energy team and why energy is so crucial to a team’s success. In a time where so much change has happened to salespeople around the world, a dose of energy can go a long way…
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Episode 133: #133: Spencer Dent of Clozd — The Truth, The Whole Truth and Nothing But the Truth: Learning Why Customers Buy
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In nearly 3 years of this show’s history, we’ve never hit Win Loss Intelligence. So we do it with the top provider of win loss insights in todays’ show with Spencer Dent of Clozd. Spencer shares how to learn directly from your customer why they buy…and why they don’t. He shares how you can use this to create massive competitive advantages and the w…
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Top One Percenter Show With Security Scorecard VP Sales Paul Salamanca and GlobalData SVP Sales Thomas Boccard
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Top sales professionals Paul Salamanca and Thomas Boccard share their experiences working in sales and what helped them get to where they are today.By Top One Percenter
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Top One Percenter Show With Avenue Talent Partners CEO Amy Volas
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Episode 132: #132: Larry Long Jr of Teamworks — Common Knowledge ≠ Common Practice
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Larry Long Jr. is one of the top sales coaches in the world today. In this episode, Larry brings his trademark enthusiasm and shares the top three things any sales leader must do to win with their team today. People development has never been more important than it is right now and Larry gives a bulletproof blueprint on how to help your team member…
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Episode 131: #131: Ginnette Harvey of Real Staffing — What’s Your Leadership Identity?
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This Week Ginnette Harvey, Sr. Vice President of Sales for the Specialist Staffing Group joins us and talks about the importance of your Sales Leadership Identity. What do you want to be known for? How do you create a leadership style that creates both trust AND results? What are the characteristics of the Sales Leaders today creating the most impa…
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Episode 130: #130: Ryan Bott of Sodexo - Connect before you Correct: Building Authentic Relationships with Those You Lead
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Ryan Bott leads sales at one of the largest companies in the world. He shares why authentic relationships are so important today and more important...how to develop them. In a time where everything seems to be changing, the importance of connection to the people you lead has NEVER been more important than it is right now. Connect before you correct…
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Top One Percenter Show With UFC Fighter Matt "The Steamrolla" Frevola
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We interview UFC Fighter Matt "The Steamrolla" Fravola and talk about his UFC career as well as his upcoming fight.By Top One Percenter
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Episode 129: #129: Dale Dupree of The Sales Rebellion — Momentum: A Leader’s Best Friend…and How to Build it
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As we kick off 2021, one of the most important topics a sales leader can put structure around is Momentum. Momentum is a sales leader's best friend. With momentum, you give teams reasons to believe. With momentum, people think their leaders are geniuses. With momentum, people overlook mistakes. Momentum is very real...and very elusive. Dale DuPree …
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Episode 128: #128: Jake Dunlap of Skaled Consulting — Sales in 2021: It’s about Experiences
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Jake joins us again on the Sales Leadership Podcast to talk about how sales is changing in 2021. As sales teams work to keep customers and close more deals in 2021, one of the best ways to ensure success is to build multiple relationships in your accounts and create positive experiences for all of them. Do not get stuck working with just one person…
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Episode 127: #127: Jared Robin of RevGenius — The Rise of Communities in the World of Sales
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Communities have exploded on the scene for salespeople and sales leaders and become an important resource. And none have grown faster or become more valuable than RevGenius. Jared Robin, co-founder of RevGenius joins the show to share why Communities are so important to the growth and success of a sales leader, how they can find the right communiti…
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Episode 126: #126: Roderick Jefferson of Roderick Jefferson & Associates — Using Experiences to Fuel the Buyer Journey
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Roderick Jefferson, one of the founding members of the Sales Enablement Society and a top sales leadership guru joins the podcast to teach us how to focus on the buyer experiences rather than the goals and intentions of the seller. Problems get prioritized, while products do not. Roderick shows us how to create experiences that are shared by both t…
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Episode 125: #125: Jen Ferguson of Sales 911 — The Rhythm of Success
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Is your sales team in a state of emergency? Not enough in your sales pipeline is certainly a reason for concern. Learn from Jen about how to create predictability in your pipeline and how to build a sales system that makes it easier for the customer to choose you. Consistently improving by 1 or 2% on a consistent basis will give you the small edge …
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Episode 124: #124: Lee Brown of IMS — Modeling Awesomeness
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Lee Brown visits the Sales Leadership Podcast and shows us how clarity, diagnosis, and coaching are his keys to leading sales teams towards intentional improvement. Lee says leaders should show someone what great looks like and create a model of awesomeness rather than just telling their teams about it. Leaders who keep their skills sharp are alway…
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Episode 123: #123: Thomas Boccard of GlobalData Plc — Pivoting without Panicking
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Thomas joins Rob on the Sales Leadership podcast to show us how to mobilize faster than the competition. Thom is constantly testing and using micro-campaigns to find out what works best for his teams’ sales process and is all-in on intentional improvement by finding ways to sell smarter no matter how successful his teams are. He involves everyone o…
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Episode 122: #122: Kevin Knieriem of Clari — Creating Revenue Confidence
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Kevin is a sales leader who has managed high revenue sales teams from any angle and he teaches us why forecasting is the most important number for any sales organization. Using AI can help sales leaders make the most accurate forecast and give you a competitive advantage right from the start. Measuring engagement from the customer and using the exp…
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Episode 121: #121: Tim Kight of Focus 3 — Elite Leaders Have Elite Leadership Systems
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Tim joins Rob on the podcast to talk about how you can help your team achieve meaningful standards, and set new goals. What helps someone be an elite performer vs average? As you seek to be not just good, but elite, Tim shows us how leadership is a journey, and it is something we can work on and improve consistently. We can do this with a system th…
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Episode 120: #120: Michael Hoy of Pendo.io — Creating Revenue Confidence in a Changing World
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With Covid 19 still forcing business to deal with more uncertainty and stressful changes, Michael joins Rob on the podcast to talk about how you can have revenue certainty. He starts by predicting churn and focusing on how to keep existing customers by ensuring renewals. Learn from Michael how you can use your sales methodology to build predictabil…
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Episode 119: #119: Ryan Staley of Whale Boss — De-Mystifying Enterprise Sales
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Ryan Staley, Founder and CEO of Whale Boss, knows that enterprise selling is a different beast, where everything is bigger: the number of users, the number of buyers, the total risk, and the potential reward. It is a high-stakes game and requires a different set of skills and experience. Ryan talks with Rob about a better way to sell to the enterpr…
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Episode 118: #118: Mark Fershteyn, CEO of Recapped.io — How to Win More & Faster with Mutual Action Plans
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B2B sales are becoming more complicated, and more people are involved in purchase decisions than ever before. How you sell can be more important than what you sell! Mark knows sales teams need to win now and can’t wait for things to hopefully get better in 2021. He shows us how to win the deals that matter now using mutual action plans, and how to …
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Episode 117: #117: Zorian Rotenberg of Infotelligent — Achieving Disproportionate Results in a Noisy World
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Expert in scaling companies, Zorian teaches us about stress and passion, how each salesperson feels these In their jobs. Taking care of your team members is required before you to take care of your customers. Zorian loves to quote Eisenhour, who said, “You don’t lead by hitting people over the head, that is assault!” A great leader is someone who m…
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Episode 116: #116: Dionne Mischler of SalesClass.io — Everything, Good or Bad, Comes Down to Leadership
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Dionne joins the podcast and teaches us about sales leadership today. Everything is about leadership, the good and the bad. If you like what your team is doing, look in the mirror and congratulate yourself, you are doing some good work. If you don’t like what your team is doing, also look in the mirror, and consider your connection to your team. Ho…
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Episode 115: #115: Catie Ivey Coutinho of Demandbase — High Impact Leadership in a New, Virtual World
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Catie joins the Sales Leadership Podcast and asks, how purposeful are you in your role as a sales leader? Having purpose will help you make every single person who works for you become the best version of themselves, professionally and personally. Catie explains how focusing your purpose can help you develop new skills for your sales process to bec…
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Episode 114: #114: Robert Beattie of Thomson Reuters Tax & Accounting Professionals — Cutting through the Noise Your Salespeople Face Today
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Robert Beattie, the first-ever guest of the Sales Leadership Podcast, joins us two years later to share his advice and knowledge on how to lead through the confusion and stress facing sales leaders as 2020 ends. His recommendation? Don't be that manager who just creates noise. Reps are facing more noise than ever, personal, professional, physically…
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Episode 113: #113: Dale Zwinzinski of SmartAction — Becoming a Coach Your Reps Will Thank You For
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Dale joins us on this episode to talk about the role of sales coaching in businesses today. Leaders who don’t know how to be a good coach to their reps are becoming exposed, and professional salespeople will look elsewhere for leaders who will provide that kind of development. When business is good, winning covers a lot of bad leadership. When thin…
