Real Sales Manager

Series 2.3 Dilemmas: can a farmer become a hunter and more

Series 2.2 Dilemmas - allocating accounts and interviewing bits

We look at allocating an account between an 'A' and 'B' player, whether or not to interview, and when to cut an interview short.

Series 2.1 Dilemmas: The disruptive salesperson

Our panel explore how to deal with a disruptive salesperson, and whether or not to give a price reduction to a customer just before they sign.

27. Rob Herbst, and the changing role of Sales Managers

The future of Sales Managememnt is uncertain, and here Rob gives his considered thoughts on this controversial topic, plus lots of great tips for new sales managers

26. Lennart Sigterman, Leadership and Planning

Steve and Lennart discuss many aspects of sales management and leadership, in particular the mindset and approach to planning for success.

25. Andrew Smyth, Leadership and Customer Relationships

We discuss a wide range of sales management topics and especially the often tricky issue of leaders having direct customer relationships.

24 Rebecca Hatch Engineering to Sales to Management

Rebecca shares some great practical insights and especially insights into her journey from engineer, to sales, to leadership.

23. Daniel Keating, from Europe to USA

Steve and Daniel discuss many aspects of sales management in general, as well as some great insight into how European early stage companies can establish themselves in North America

22. Jon Keating, developing your sales leadership career

Jon shares his great experiences as a sales leader, including building credibility as a young manager and some options for developing your career

21. Mark Goossens, the importance of individual Motivation and Trust.

A great discussion with Mark, including the fascinating topic of neurodiversity in the team.

20. Helen Kelisky and the Art of Sales Management

Steve and Helen discuss her incredible journey in sales leadership and in particular the Art of Sales Management including the judgement calls that all sales managers make multiple times every day.

19. Dervan Alleyne, self development supremo & industry champion

Dervan shares his journey, including being a self development supremo and engaging with inductry associations

18. Derren Nisbet and the CEO perspective

Steve and Derren discuss many aspects of sales management and sales leadership, including his perspective on the role as a CEO. Lots of great advice including "moving from salesman to statesman".

17. Glen Farrelly, a life coping with adversity and success as a sales leader

Discussing Glen's life and what he learned about sales leadership along the way.

16. Steve Mortimer, working in large and smaller organisations

inside smaller and huge organisations and including a good discussion on Circles of Concern, Influence and Control

15. Roni Fogel, sales leadership and the importance of mentoring

Roni and Steve discuss sales leadership in general, and mentoring in particular.

14. Scott Cassie, new logo vs. account management

Scott and Steve discuss many aspects including selling and managing in the financial services industry and the differences of managing new business and account management teams

13. Emma Carpenter, motivation and relationships

Emma discusses a wide range of issues,, including motivating individuals, what to do when someone is not performing, and the importance of building and nurtur

12. Teja Kilshaw, tranistion to sales management

In this episode we discuss a wide range of issues, including the transition period from being a top individual contributor to becoming a sales manager

11. Mario Di Mascio focusing on forecasting

In this episode Mario shares his insights into sales management in general and particularly how he has made an art of pipeline reviews and forecasting, including setting expectations upwards.

10. Emir Susic, a perspective from alongside sales

Emir gives a unique perspective of working alongside sales in many senior leadership roles such as pre-sales, solutions consultants and professional services.

9. Stanimira Koleva, international & channel sales

Stanimira discusses her experience of sales management particularly applied to international sales, and the differences between managing channel and direct touch teams

8. Sami Ammous focusing on leadership

Steve Hoyle and Sami Ammous discuss sales management and leadership. They touch on topics such as the difference between management and leadership, and developing leadership skills.

7. Steven Fricker focusing on sales people development

Steve Fricker, Chief Revenue Officer for Connect, discusses sales management in general and especially his approach to developing people.

6. Mike Slater, qualification and pipeline management

Mike Slater, a very experienced and successful senior sales leader discusses a wide range of topics relevant to new and aspiring sales managers including qualification and pipeline management

5. Michael Rieskamp, managing X-cultural teams

In this conversation, Steve and Michael discuss many fundamentals of sales management and the challenges of running a team across different countries.

4. Neill Burton and managing channel sales teams

Neill is a very experienced channel sales leader, and in this episode we explore many of the differences, and similarities, with end user direct selling.

3. Bobbi Montgomery-Heath and Sales Enablement

Bobbi Montgomery-Heath reflects on her sales management career with Star Internet, Messagelabs and Symantec, and what she has learned moving into sales enablement with Symantec and F5

2. Richard Bounds and Sales Frameworks

Richard Bounds, VP Sales Europe with Opentext, discusses general sales management issues and with a focus on Sales Frameworks - different cadence models

1. Mark Petty and teamwork

Mark Petty, a very experienced and successful sales leader with Littlefish and before that Dimension Data, discusses some general sales management issues and with a focus on teamwork.

0. Trailer

The trailer for the podcast series. Why we launched the series, what we hope listeners and viewers will get from it, and the logistics of releasing an episode every 2 weeks . .