Image by Text 100 via Flickr What motivates sales people? How do great sales managers keep their teams motivated in tough economic times? Those were the topics we discussed with Jim Keenan in this episode. Jim Keenan is the Regional Sales Leader for Emerging Service Providers at Avaya and author of the popular sales blog [...]
Posts under ‘Hiring’
Episode 20 – Tom Schaber on Managing Generation X and Y
Image by dalechumbley via Flickr As many sales executives are starting to realize, managing Gen Xers and Millenials (also known as Gen Y) presents new challenges that didn’t exist a decade ago. That was the subject of Brad’s discussion with Tom Schaber, a sales management consultant who specializes in helping sales managers deal with the [...]
Episode 19 – Kevin Cook Discusses Assessment Tools and the Hiring Process
When it comes to recruiting new salespeople, many hiring managers are at a loss for how to uncover what really makes the candidates they interview tick. Enter Kevin Cook of Target Teams. Kevin Cook is Director of Business Development at Target Teams, a Cambridge, Mass. organization that creates performance improvement solutions applicable for use with [...]
Episode 15 – Colleen Stanley on Building High Performance Sales Teams
When Brad was in the hospital with his wife while she was giving birth to their second daughter, Jerry had the chance to chat with Colleen Stanley about how to build a high performance sales team. Colleen Stanley is president of SalesLeadership, Inc. She is a monthly columnist for national Business Journals, co-author of ‘Motivational Selling‘ [...]
Episode 14 – Karl Goldfield on Selling for Startups
Karl Goldfield is a whiz at helping startup companies generate revenue, and in this episode he shares valuable tips for salespeople working for startup companies and the people who manage them. Karl is the Sales Evangelist, a startup sales mentor and the host of Sales Evangelist TV. He also writes a blog and is a [...]
Episode 12 – Lee Salz and the “Sales Marriage”
Have you ever wondered why a sales person can be a superstar at one company, only to fail miserably at another? That was the topic of this week’s episode with Lee B. Salz, President of Sales Architects. Lee B. Salz, is a sales management guru who specializes in helping companies hire the right sales people, on-board them, and [...]
