In support of International Menopause Awareness Day, exploring dilemmas faced by sales managers
One of your previous top performers is nearing retirement, and their results not what they used to be
What to do when a top performing salesperson "throws their toys out of the pram"
We look at allocating an account between an 'A' and 'B' player, whether or not to interview, and when to cut an interview short.
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.
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
Steve and Lennart discuss many aspects of sales management and leadership, in particular the mindset and approach to planning for success.
We discuss a wide range of sales management topics and especially the often tricky issue of leaders having direct customer relationships.
Rebecca shares some great practical insights and especially insights into her journey from engineer, to sales, to leadership.
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
Jon shares his great experiences as a sales leader, including building credibility as a young manager and some options for developing your career
A great discussion with Mark, including the fascinating topic of neurodiversity in the team.
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.
Dervan shares his journey, including being a self development supremo and engaging with inductry associations
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".
Discussing Glen's life and what he learned about sales leadership along the way.
inside smaller and huge organisations and including a good discussion on Circles of Concern, Influence and Control
Roni and Steve discuss sales leadership in general, and mentoring in particular.
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
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
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
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.
Emir gives a unique perspective of working alongside sales in many senior leadership roles such as pre-sales, solutions consultants and professional services.
Stanimira discusses her experience of sales management particularly applied to international sales, and the differences between managing channel and direct touch teams
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.
Steve Fricker, Chief Revenue Officer for Connect, discusses sales management in general and especially his approach to developing people.
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
In this conversation, Steve and Michael discuss many fundamentals of sales management and the challenges of running a team across different countries.
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.
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
Richard Bounds, VP Sales Europe with Opentext, discusses general sales management issues and with a focus on Sales Frameworks - different cadence models
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.
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 . .
