This was a great episode for us, as we had the chance to catch up with a true thought leader in the sales profession: Randy Illig. Randy has over 25 years experience in business, ranging from accomplished salesperson and general manager to successful entrepreneur (CEO) and board member. He is currently CEO of ninety five [...]
Posts Tagged ‘Management’
Is It Coaching, or Is It Training? – Episode 23 with Terri Levine
So, what’s the difference between coaching and training anyway? That was the topic of our conversation with Master Coach, CEO and entrepreneur Terri Levine, The Guru of Coaching and owner of The Coach Institute. And what was the answer?
According to Terri, coaching has the intent of inspiring and improving the recipient, as opposed to training, [...]
Is It Coaching, or Is It Training? - Episode 23 with Terry Levine [26:51m]: Play Now | Play in Popup | DownloadMotivating Sales People in Tough Economic Times with Jim Keenan – Episode 22
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 asalesguy.com. He’s [...]
Episode 20 – Tom Schaber on Managing Generation X and Y
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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 complexities [...]
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 individuals, [...]
Episode 16 – Joel D Canfield and the Human Connection
Have you ever found yourself wondering what’s missing from your business relationships? Joel D Canfield suggests that the missing element might be making genuine connections with other human beings. In a world that’s increasingly driven by technology, numbers and bottom-line results, Joel would like to see businesses get back to the basics of human relationships.
Joel [...]
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‘ and [...]
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 focus [...]
Episode 8 – Will Fultz on Rewarding Your Top Producers
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This week, we had the chance to talk to Will Fultz about the importance of rewarding top sales producers. Will is the author of Top Sales Blog, a contributing member of the Sales Bloggers Union, an Internet marketer, and a practicing salesperson for a Fortune 500 paint & coatings company.
Will has [...]
Episode 4- Steve Farber and Greater Than Yourself
You’re going to love this episode! In it, Brad and Jerry get the chance to chat with Steve Farber, the president of Extreme Leadership, Incorporated—an organization devoted to the cultivation and development of Extreme Leaders in the business community. His best-selling book, The Radical Leap: A Personal Lesson in Extreme [...]
