Alex Rogers is one of those guys who tells it like it is. He’s the owner of ARCC Technology and Chartec, Inc. in Bakersfield, CA, and his goal is to be supplier of choice for IT consultants around the country. It’s a pretty ambitious goal for a guy who started with a $300 investment, and [...]
Posts Tagged ‘Management’
Dave Crenshaw On Becoming Invaluable – Episode 32
This week was a special treat: we got to talk to Dave Crenshaw, author of The Myth of Multi-Tasking and Invaluable: The Secret to Becoming Irreplaceable, which was just released yesterday. Dave was a great guest, and he had a lot of insights to offer to listeners. Of course, we couldn’t resist the opportunity to [...]
“Go For No!” With Richard Fenton and Andrea Waltz – Episode 30
Meet Richard Fenton and Andrea Waltz, the authors of an amazing little book called “Go For No!” and the proponents of a powerful philosophy that could change your sales career for the better! Richard and Andrea are no strangers to the struggles of the salesperson; they’ve been sales pros and sales trainers for many years [...]
"Go For No!" With Richard Fenton and Andrea Waltz | The Sales Management 2.0 Podcast [57:29m]: Play Now | Play in Popup | DownloadRandy Illig and “Let’s Get Real or Let’s Not Play” – Episode 25
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 [...]
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 [...]
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 [...]
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 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. [...]
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‘ [...]
