In this episode, Matt explores the dynamics of building and leading a successful sales team by drawing insights from the Boston Celtics' consistent performance. He discusses key challenges such as balancing performance metrics with personal and professional development and offers three actionable strategies for managers to achieve this balance: integrating development goals into key interactions, providing ongoing training and mentorship, and creating a supportive and collaborative environment. He also emphasizes the importance of strong relationships between managers and salespeople and how these can enhance performance, communication, and retention. Takeaways:Incorporate personal and professional development goals alongside performance metrics during key interactions such as one-on-ones, QBRs, and performance reviews. Ensure salespeople are evaluated not just on sales numbers but also on their progress in skill development, career growth, and personal objectives. Provide regular feedback and resources to help achieve these development goals. Offer continuous training focused on improving sales techniques and broader professional skills such as leadership, communication, persuasive writing, and strategic thinking. Establish mentorship opportunities, pairing less experienced salespeople with seasoned mentors for guidance, support, and practical advice. Consider having mentors outside the direct team to provide a fresh perspective.Foster a team culture that values personal growth and team collaboration as much as hitting sales targets. Encourage open communication and knowledge sharing among team members by organizing team-building activities and forums for sharing best practices. Recognize and reward both high performance and individual development milestones, highlighting their importance in team meetings. Develop a strong relationship with your sales team to foster a supportive environment where team members feel valued and motivated. Promote open and honest communication to address issues swiftly and align team goals with organizational objectives. Invest in your salespeople’s professional growth to enhance performance, reduce turnover, and ensure long-term career paths within the organization.Quote of the Show:“”Your people don't care what you know or how good you are until they know that you care about them.”Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

Today's guest leads the customer success, sales and business development strategy for customers across North America. He is the Vice President of Enterprise at JFrog. Please welcome Brendan Caleca. In this insightful podcast episode, the host Matt sits down with Brendan. He elaborates on the necessity of genuine curiosity and building solid relationships for successful sales. The discussion dives deeply into effective discovery processes, uncovering mutual activity plans, and why skipping steps can cost you valuable opportunities. Brendan also shares his hiring philosophy, focusing on integrity and internal drive, and recalls the coaches and experiences that shaped his career. Takeaways: Dive deep into understanding your customer's needs, challenges, and opportunities. There is an importance of asking open-ended questions and being an active listener. Leaders should cultivate curiosity and genuinely seek to understand the perspectives and needs of their teams and customers. Leaders should focus on smart, strategic planning to drive better outcomes rather than just pushing for longer hours of work.The evolving AI landscape underscores the need for leaders to stay informed about new technologies. Use AI and other tech advancements to predict customer needs more accurately and streamline operations for your teams.It's crucial to continually reassess and refine your understanding of your ideal customer profile. Leaders should apply this mindset internally as well, constantly seeking to understand their teams' evolving needs and how to best support their success.Ensure that the value you believe you're delivering aligns with their perceptions. Continuous dialogue and feedback loops can help ensure alignment.Leaders can learn that simplifying strategic focuses into manageable parts leads to more significant achievements. This approach enables leaders to guide their teams more effectively through complex situations.Leaders should cultivate a culture where setbacks are seen as opportunities for growth. Encourage your team to adopt a mindset where every outcome is a chance to learn and improve.Quote of the Show:“” - The harder you work, the luckier you get. However, the more effort you put in typically yields, key differentiator results.Links:LinkedIn: (14) Brendan Caleca | LinkedIn Website:Platform - Schedule a Demo | JFrogWays to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://youtu.be/Duaur9bJzME CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

On this week’s episode of Coach2Scale, Host Matt Benelli sat down with senior leader Ollie Quittek, CRO and Founding Member at Viio.io. Ollie emphasizes how the notion of "impossible" is more of a mental barrier than an actual limit. He discusses his personal and professional growth, highlighting the importance of internalizing a mindset where challenges are viewed as opportunities. Matt and Ollie delve into the world of sales, discussing common myths and the realities of achieving goals against perceived limitations. They explore the concept of potential and the power of a united team's belief in overcoming obstacles. Ollie shares anecdotes from his experiences at Brandwatch and Falcon, illustrating how a culture centered around challenging the impossible can lead to extraordinary results.  Takeaways:Mindset and vulnerability are critical elements in leadership for creating a team that believes in its collective potential. Leaders can foster an environment where team members feel safe to share their thoughts, enhancing team coherence and performance.Ollie's move to Viio represents a decision to lead a startup in the burgeoning field of SaaS management and procurement. For leaders considering a similar journey, choose opportunities with significant growth potential that align with your passion and skill set.Ollie’s leadership philosophy extends beyond achieving sales targets and numbers. It encompasses the development of a positive, affirming culture where team members are motivated to exceed expectations because they believe in the mission and feel valued. Leaders must remain open to learning and personal development, seeking opportunities for growth through coaching and mentorship. By continuously evolving, they can better guide their teams toward success.Innovation is good, but too much can be harmful. People often need repetition to truly understand and act on information, rather than overwhelming them with excess knowledge. Creating an inclusive environment where individuals feel a sense of belonging, where their humanity is acknowledged beyond their professional roles, and fostering a culture that embraces failure as a part of growth is essential. Quote of the Show:“There is always something else you can get done on top of what you think you can do.” - Ollie QuittekLinks:LinkedIn: https://www.linkedin.com/in/oliver-quittek-6b31677/ Website: http://www.viio.io Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

Today’s guest is a sales leader with an incredible track record with high-growth SaaS companies including Splunk, Databricks, Datadog, and many more. Doug May is the Senior Vice President of Productivity at Harness. Doug joins Host Matt Benelli to share why the best sellers quarterback their team to win deals, how to plan your career at every stage, and where to look for your personal and professional development.Takeaways:Solo achievement in sales is a fallacy. By leveraging team capabilities and resources for overarching victories, great sellers close larger deals at a more rapid pace than if they tried to do everything themselves.​​Strive to create an environment where asking for help and collaboration is normal and rewarded, dismantling the myth that individual effort alone leads to extra rewards.Coachability is the most pivotal trait to look for when hiring sales professionals. Seek out and nurture this quality. Look for examples of coachability from candidates that transcend industries and can significantly boost performance.Continuous learning and personal growth are cornerstones for sustaining success in the evolving tech landscape. Sales leaders should encourage and advocate for their team's development. Sellers should also look for ways to improve themselves independently.Timely, constructive feedback is a growth catalyst. Effective feedback, rooted in genuine care and specific examples, is potent in accelerating growth and improvement.Foster a culture of recognition. Recognizing and appreciating the entire team's contribution to success is a crucial leadership behavior to inspire loyalty and foster an environment of mutual respect and achievement.Encouraging self-assessment and openness to feedback among team members can cultivate a culture of continuous improvement and adaptability.Quote of the Show:“You don't get paid extra to do it all by yourself” - Doug MayLinks:LinkedIn: https://www.linkedin.com/in/dougmay/ Website: https://www.harness.io/ Shoutouts: Gary Harris: https://www.linkedin.com/in/databricksgary/ Tom Pisello: https://www.linkedin.com/in/tompisello/ Value Coffee Talk: https://geniusdrive.com/podcasts/ Sean Walters: https://www.linkedin.com/in/sean-walters-6825154/ Carlos Delatorre: https://www.linkedin.com/in/cadelatorre/ Chris Reisig: https://www.linkedin.com/in/chrisreisig/ Bart Fanelli: https://www.linkedin.com/in/bartfanelli/ Bill Carroll: https://www.linkedin.com/in/ceocoachbillc/ Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

Today’s guest has had an incredible journey over his career, going from playing college hockey to becoming the CRO of Pillir. JR Butler is the CEO and founder of Shift Group, which helps transition elite athletes and veterans to become dialed in as sales professionals. JR joins Host Matt Benelli for a deep dive into the continuous nature of training and development, why leaders need to really understand what motivates their team members, and the importance of authenticity in leadership.Takeaways:Far from being a one-time event, training and development in sales must be continuous in order to build a culture of ongoing learning and growth to stay competitive.Mindset is foundational for training and coaching, linking success directly to an individual's ability to adapt, learn, and be resilient. Leaders are encouraged to cultivate a growth mindset within their teams, focusing on imagination, determination, and self-confidence.Good leaders get to know their people deeply – their backgrounds, aspirations, and motivations. This understanding allows for tailored guidance and support that is most conducive to an individual's professional growth and success.Embrace authentic leadership. Authenticity in curiosity, empathy, and compassion are critical for effective leadership. Being genuinely interested in and caring for your team members can significantly impact their engagement and performance.Remote work can be a double-edged sword for both leaders and employees. While remote work has become more prevalent, early career individuals particularly benefit from in-person experiences and mentoring.For early career hires, resiliency, competitiveness, and coachability are key attributes to look for. These qualities often signify a candidate's potential for success and adaptability in sales roles.Leaders should embody the behaviors and practices they wish to see in their teams. This includes being present, both physically and in their commitment to the team's development and success.Quote of the Show:“Pressure is a Privilege” - JR ButlerLinks:LinkedIn: https://www.linkedin.com/in/jrbutler/ Shift Group Website: https://www.shiftgroup.io/ Shoutouts:Jamie SheperdJim McInernyMark ThurmanWays to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

Today’s guest is a longtime sales leader who actually began his career journey as a teacher. Bill Ripol is the President and GM of TriMech. Bill joins Host Matt Benelli to dive into the right numbers to think about day-to-day, how to hire resilient sales reps, and why leading by example remains crucial to building successful teams. Takeaways:True leadership is demonstrated through actions rather than words. Creating a culture of self-leadership within your team is crucial.Be open to learning and evolving through aha moments, recognizing the importance of mental preparation and risk-taking in sales.Develop a process-oriented approach. Emphasizing processes over products helps in adapting selling techniques across different divisions, fostering adaptability and a focus on strategy.Distinguish between training (preparing for performance) and coaching (tweaking and improving performance), and understand where they intersect.Encourage your team to practice visualization to prepare mentally for various sales scenarios, improving confidence and performance.Seek candidates who've overcome challenges and have a history of success, indicating they possess the resilience necessary for long-term success in sales.Build an environment where team members feel valued, supported, and motivated to contribute their best, leading by example and focusing on collective success over individual accolades.Quote of the Show:“If you think about the process and the different actions you have to take and the way you need to do it, which is nuanced in sales, then you're going to have success.” - Bill RipolLinks:LinkedIn: https://www.linkedin.com/in/bill-ripol-790700/ Website: https://trimech.com/ Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

Today’s guest is a serially successful human being who has founded multiple successful organizations. Dan Walsh is a Partner at Oakwolf Group and a Co-Founder of Team IMPACT. Dan joins Host Matt Benelli to discuss the importance of using rubrics and frameworks, recruiting and selecting the right people for the right role, why sales leaders should always be recruiting, the impact of personal responsibility and goal setting, and making sure you have a culture that allows a sales manager to be successful. Takeaways:Sales professionals should embrace the entrepreneurial mindset, acting as CEOs of their own territories, which involves ownership, risk-taking, and a strong belief in personal control over their success.The notion that entrepreneurship is reserved for a 'special breed' is a myth. Entrepreneurship is accessible to all, highlighting the importance of passion, resilience, and willingness to accept risks as key differentiators.Success in sales, like in entrepreneurship, relies heavily on self-belief and the conviction that personal actions dictate outcomes, reinforcing the idea of personal accountability and responsibility.Emphasize the need for continuous self-development, goal setting, and utilizing feedback effectively to enhance skills and performance with your sales team.The significance of recruiting the right talents, continuously improving the recruitment process, and ensuring the team's alignment with organizational values and goals.The critical role of asking the right questions as a leader to guide and motivate team members, rather than dictating actions. This approach enables team members to self-reflect and take ownership of their growth and results.Quote of the Show:“ I just worked harder and made more mistakes than everybody else to figure out what works.” - Dan WalshLinks:LinkedIn: https://www.linkedin.com/in/dan-walsh-381b195/ Oakwolf Group Website: https://oakwolfgroup.com/ Team IMPACT Website: https://www.teamimpact.org/ Shoutouts: Jon Hunter: https://www.linkedin.com/in/jhunter1/ Jon Hunter’s Episode: https://coach2scale.transistor.fm/episodes/becoming-a-half-monk-half-hitman-seller-jon-hunter-coach2scale-episode-028 Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

Today’s guest is a marketing leader and podcaster with a long history of delivering results for B2B tech companies. Casey Cheshire is the Founder of Ringmaster Conversational Marketing, Host of The Hard Corps Marketing Show and Creating The Greatest Show, and Author of Marketing Automation Unleashed. Casey joins Host Matt Benelli to help sales and marketing leaders reconcile their differences, discuss what the future of marketing looks like, and understand how to approach your team’s use of AI. Takeaways:Understand the crucial importance of a synergistic relationship between sales and marketing. Team alignment and common goals are essential for overcoming the traditional friction between these departments.Encourage your team to utilize the advanced tools available in marketing automation. These tools can provide real-time insights, lead nurturing capabilities, and data that can significantly enhance sales efforts.Authenticity in communication, both within teams and with clients, is paramount. Moving away from scripted interactions to more genuine connections can increase engagement and build stronger relationships.It’s crucial for sales leaders to know how leads are generated and nurtured by marketing. This knowledge can help in effectively leveraging these leads and improving conversion rates.Encourage creative and out-of-the-box solutions to sales challenges. Utilizing personalized video messages is one such recommendation for differentiating and humanizing the sales process.Sales leaders should ensure their team understands the origin and quality of leads. This includes the path leads take from marketing efforts to sales opportunities.Sales professionals should learn about marketing strategies and tools. This includes gaining insights into how marketing automation and CRM systems can support sales goals.Quote of the Show:“We have to have the same goals.” - Casey CheshireLinks:LinkedIn: https://www.linkedin.com/in/caseycheshire/ Website: https://ringmaster.com/ Book Link: https://www.amazon.com/Marketing-Automation-Unleashed-Strategic-Growth/dp/1599327384 The Hard Corps Marketing Show: https://www.hardcorpsmarketing.com/ Creating The Greatest Show: https://www.creatingthegreatestshow.com/ Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

This special episode is a compilation of what we’ve learned over the first twelve episodes in Q1 of 2024. You'll hear from each of the guests who were featured on the show this past quarter, and in their own words, we'll summarize and highlight the tips and insights they shared about leading an effective sales team and building a coaching culture. Episodes MentionedBrent Adamson: https://coach2scale.transistor.fm/episodes/re-framing-b2b-sales-brent-adamson-coach2scale-episode-025 Lori Harmon: https://coach2scale.transistor.fm/episodes/leading-from-the-front-lori-harmon-coach2scale-episode-026 Christina Smears: https://coach2scale.transistor.fm/episodes/the-power-of-building-diverse-teams-christina-smears-coach2scale-episode-030 Channing Ferrer: https://coach2scale.transistor.fm/episodes/decide-on-the-d-players-channing-ferrer-coach2scale-episode-027 Steve Goldberg: https://coach2scale.transistor.fm/episodes/managing-with-a-growth-mindset-steve-goldberg-coach2scale-episode-023 Ben Kennedy: https://coach2scale.transistor.fm/episodes/empowering-the-modern-seller-with-ai-ben-kennedy-coach2scale-episode-024 Howard Dover: https://coach2scale.transistor.fm/episodes/cracking-the-sales-innovation-paradox-dr-howard-dover-coach2scale-episode-022 Justin Otley: https://coach2scale.transistor.fm/episodes/focus-on-the-fundamentals-over-the-tech-stack-justin-otley-coach2scale-episode-029 Mark Aboud: https://coach2scale.transistor.fm/episodes/leading-lifelong-learners-mark-aboud-coach2scale-episode-021 Kevin Martin: https://coach2scale.transistor.fm/episodes/understanding-what-makes-coaches-great-kevin-martin-coach2scale-episode-031 Mike D'Aloia: https://coach2scale.transistor.fm/episodes/taking-an-adaptive-approach-to-sales-mike-daloia-coach2scale-episode-032 Jon Hunter: https://coach2scale.transistor.fm/episodes/becoming-a-half-monk-half-hitman-seller-jon-hunter-coach2scale-episode-028 Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

Today’s guest is a visionary leader, a sales maverick, and has an accomplished career in executive roles. Mike D'Aloia is the Executive Vice President and Head of Sales at Quid. Mike joins Host Matt Benelli to discuss adaptive sales strategies, the evolution of sales technology, and the significance of personalized selling. He also shares invaluable insights into nurturing team members' career aspirations and the transformative potential of AI in sales. Takeaways:Adopting a one-size-fits-all approach in sales processes and metrics is a myth. It’s important to adapt processes based on situational needs, and have distinct processes for different sales types (e.g., enterprise vs. commercial sales). This adaptability allows for more responsiveness to market changes.Outreach today needs to be hyper-personalized, such as persistently leaving voicemails, in reaching and engaging potential clients. Consider the value of adapting to other outreach methods (e.g., using LinkedIn, TikTok) based on the target audience.Coaching plays a crucial role in improving individual and organizational performance. Coaching is not just how to hit sales targets but also aiding in the personal and career development of team members. Make sure to use regular, goal-oriented coaching sessions and show genuine interest in team members' career aspirations.The concept of a 'Win Team' involves collaborative effort across departments to close deals, especially in complex sales environments. It's crucial for sales representatives to involve content experts, strategists, and other relevant personnel in sales processes to maximize success and deal value.Leaders should encourage sales reps to 'own' their sales strategies, applying their unique styles and experiences while aligning with the organization's overarching goals. This can lead to more effective and personalized sales tactics.Embracing generative AI tools for tasks such as email composition and customer research is encouraged. These tools can help sales teams enhance their messaging and outreach strategies, staying ahead in competitive environments.Quote of the Show:“No two deals are the same in the enterprise.” - Mike D'AloiaLinks:LinkedIn: https://www.linkedin.com/in/mikedaloia/ Website: https://www.quid.com/ Shoutouts:The First 90 Days, by Michael D. Watkins: https://a.co/d/45rCZ6k Bard/Google Gemini: https://gemini.google.com/app Christina Smears: https://coach2scale.transistor.fm/episodes/the-power-of-building-diverse-teams-christina-smears-coach2scale-episode-030 Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

Today’s guest is a father of three wonderful children, a volunteer youth athletics coach, and has an accomplished career in sales leadership roles. Kevin Martin is the VP, Parchment Growth at Instructure. Kevin joins Host Matt Benelli to discuss the importance of being disciplined as a leader, trusting your team, and the power of reflection. Kevin also shares actionable frameworks for improving personal and team performance, including evaluating what went well, what didn't, and future focuses.Takeaways:Being a successful salesperson does not guarantee that someone will become a great sales leader. The qualities that make one an exceptional salesperson often differ from those required to lead a sales team effectively. Leadership demands selflessness and a focus on the team's success rather than individual achievements.Discipline is a cornerstone for succeeding as a leader. It’s necessary to be disciplined in how you use your limited resources—time, talent, and treasure—towards personal and team goals. This disciplined approach is crucial in navigating the myriad of distractions that leaders and their teams face daily.A great leader is characterized by their ability to trust their team members and provide them with opportunities for growth. Giving someone an opportunity often signifies trust and encourages leaders to be explicit in communicating this trust to their team members.Reflection is immensely powerful for your personal and team development. Use a structured reflection process, such as asking what went well, what didn’t, and what’s on one’s mind. This approach aids in continuously learning and improving, crucial for both leaders and their sales teams. Leadership is not about having all the answers but about guiding your team to find answers themselves. A focus on coaching and developing people, rather than merely driving them to achieve targets, is pivotal for lasting success and team cohesion.Although it does not come naturally to everyone, it is important for leaders to develop empathy in order to connect with their team members and help them tackle whatever roadblocks they face.Quote of the Show:“To be a great coach, you have to know what your team is responsible for producing and recognize that your success is predicated wholly on their success. Then you throw yourself into working with each of them to get better at their craft.” - Kevin MartinLinks:LinkedIn: https://www.linkedin.com/in/kevinmartin4/ Parchment Website: https://www.parchment.com/ Instructure Website: https://www.instructure.com/ Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

Today’s guest is very intentional about designing and building winning teams. She spent the better part of almost 20 years building phenomenal sales teams at Salesforce. Christina Smears is the Vice President, Global Sales Development & Inside Sales at MongoDB. Christina joins Host Matt Benelli to share why leaders shouldn’t try to build a team of people who are exactly like them, the parallels between teaching and selling technology solutions, and how to empower people in your organization to innovate. Takeaways:Building diverse teams is not just about gender or race; it's about including people with varied experiences, skill sets, and backgrounds. Diverse teams are more creative, innovative, and outperform homogeneous ones. Leaders are encouraged to proactively reach out and recruit diverse talent to enhance team performance.Every professional, regardless of their experience level, can benefit from having a coach. Coaching helps in uncovering blind spots, accelerating personal growth, and improving leadership skills. It’s important to find a coach that aligns with your values and challenges you to grow.Prioritize tasks and goals by differentiating between 'glass balls' (critical and fragile) and 'rubber balls' (resilient and can bounce back). This helps in focusing on what truly matters and supports better decision-making during the onboarding process and in high-pressure situations. Acknowledge and celebrate the achievements of team members regularly. Recognition serves as a powerful motivator and plays a vital role in fostering a positive work environment. It's about creating a culture where appreciation is freely given, reinforcing positive behaviors and contributions. Leaders should foster a culture that values trying new ideas and approaches, even if they might fail. Encourage innovation by allowing team members to take initiative and experiment, thereby accelerating learning and adaptation. Remember, as a leader, you play a significant role in your team members' lives. Your actions, words, and decisions impact them deeply. Strive to be a positive force, supporting your team’s growth, job satisfaction, and success.Quote of the Show:“I think the best teams are where I hire people that are different than me in skill set, background, and strengths. Frankly that's how you create an amazing team.” - Christina SmearsLinks:LinkedIn: https://www.linkedin.com/in/christinasmears/ Website: https://www.mongodb.com/ Shoutouts:Multipliers by Liz WisemanDavid Priemer: https://www.linkedin.com/in/dpriemer/ A Curious Mind by Brian Grazer and Charles FishmanLean In by Sheryl SandbergOprah WinfreyTony Rodoni: https://www.linkedin.com/in/tonyrodoni/ Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

Today’s guest had devoted his career to mastering the craft of sales development. Justin Otley is the VP of Global Sales Development at Talkdesk. Justin joins Host Matt Benelli to discuss why sales leaders should be focused on their team’s fundamentals rather than their tech stack, how to use an Issue Diagnosis Framework when coaching sellers, and why it’s imperative to show SDRs that there is a path forward.Takeaways:Spending time on mastering the fundamentals of the sales process can yield better results than depending on a fancy tech stack. If your team is not coached and trained effectively, no technological aid can help achieve the desired sales goals.Don't let your sales team become over-dependent on sales engagement platforms. While a sales engagement platform can be a helpful tool, it should not replace mastering the basics of sales and a hands-on, detailed approach. It's essential to address any performance issues as early as possible. Being proactive in providing coaching or improvement plans can help improve the SDR's performance before it negatively impacts the overall sales goals.The most successful SDRs exhibit resourcefulness and curiosity, leveraging these traits to deliver results while maintaining a tenacious focus on personal and professional development.It's critical to develop a well-thought-out career path for SDRs. This includes providing opportunities for internal promotion when they master their role and preparing SDRs for their next role within the organization.Having the right people on your team is essential for success. This includes hiring individuals who align with your company culture and possess the tenacity to achieve goals without making excuses. A multi-pronged approach leveraging phone calls, emails, and social media outreach can set SDR teams up for success. Despite the increasing popularity of online channels, phone calls are still vital for effective outreach.Quote of the Show:“AI is going to replace lazy sellers, lazy SDRs, right? Those who are not willing to put in the work and make it a good experience for their prospect or customer. Those are the ones that are going to, unfortunately, pay the consequences.” - Justin OtleyLinks:Twitter: [guest’s Twitter]LinkedIn: https://www.linkedin.com/in/justinotley/ Website: https://www.talkdesk.com/ Shoutouts:Kyle Coleman: https://www.linkedin.com/in/kyletcoleman/ Kevin Dorsey: https://www.linkedin.com/in/kddorsey3/ Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

Today’s guest is a go-to-market leader, advisor, coach, and dad. He’s been in the arena leading sales teams at major companies such as CA, BMC, and Micro Focus. Jon Hunter is the Founder of HunterX. Jon joins host Matt Benelli to dive into the value of instilling a long-term mentality in leaders, the role of empathy and resilience in building successful sales teams, and how to successfully navigate change management.Takeaways:The growth and development of people is the highest calling of leadership. Leaders should focus on inspiring, guiding, and developing their team members.Maintaining a strong work ethic, strategic planning, and adaptability are prerequisites for survival in the ultra-competitive technology industry. Adopting an attitude of continual improvement is vital.Clear communication when managing internal teams, partners, and customers is essential. Cultivating trust, strategic thinking, and influence should be key elements of all conversations and negotiations.While the rollout of sales metrics is important, gaining the genuine buy-in of the team is crucial to the successful implementation of any strategy or change.True servant leadership goes beyond enacting the role of a people-pleaser. It encompasses doing what's right for the team in the long term, implementing discipline, and building a robust structure in the organization.Self-assessment and self-awareness are integral to personal and professional growth. Creating an environment where individuals take responsibility for their actions, remain open to feedback, and continuously work on improvement is crucial.Resilience is key in the face of setbacks. Maintain a positive mindset, unwavering belief in one's abilities and the ability to learn from failures are all essential elements of success in leadership.Quote of the Show:“[Sales] requires the best of the best to be the most trained and strategic and the most thoughtful, mapped with that intense competitiveness, that ferocious get-shit-done attitude. The getting in early and the staying late. Those are table stakes.” - Jon HunterLinks:LinkedIn: https://www.linkedin.com/in/jhunter1/ Website: https://hunterxlife.com/ Shoutouts:Leadership on the Line by Marty Linsky and Ronald HeifetzWays to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

Today’s guest has extensive experience developing and growing international teams, and implementing processes & systems across global technology companies. He has helped both start-up and mature organizations to scale. Channing Ferrer is the Chief Sales Officer at Semrush and a Limited Partner at Stage2 Capital. Channing joins Host Matt Benelli to delve into coaching and leading salespeople, discuss the role of AI in sales, consider the utilization of tech stack tools, and learn about the functionalities of product-led business in sales. Takeaways:Sales managers should spend time with non-top performers. Instead of just focusing on top-performing team members, leaders should spend time and invest in 'D' or 'C' level performers. They should help them improve or make stern decisions about their continuation, thus ensuring overall team performance.Coaching to detail is very important in sales. The term 'micro-managing' tends to have a negative connotation but the concept of 'micro-coaching', involves coaching to details and minutiae. Sales leaders should focus on not just broader aspects but also specific areas that can improve performance.Sales managers need to share feedback with their team regularly. Everyone wants to improve and they need both positive and negative feedback in order to make those improvements.One of the common areas of feedback from top performers is their desire to reduce the 'noise' in a sales job, referring to tasks that detract from time spent with customers. Look for ways to eliminate administrative tasks that can be seen as distractions from the main sales tasks.Sales tools like CRM platforms and conversational intelligence tools such as Gong or Chorus can be very effective if used properly. These tools can both help sales representatives become more efficient and contribute to a superior customer experience. Additionally, AI can be used to automate simple purchasing processes and provide customers with instant responses.For newly promoted leaders, remembering that your responsibilities lie with your peers and superiors more than with your subordinates can help provide direction in early stages of management. Role segmentation can be beneficial in sales if the transition from one stage to another is smooth for the customer. Any obstacles in the communication flow could adversely affect both efficiency and customer experience.Quote of the Show:“We need to solve for a customer that's solving for us.” - Channing Ferrer Links:LinkedIn: https://www.linkedin.com/in/channing-ferrer-981437/ Website: https://www.semrush.com/ Micro-Coaching post mentioned: https://www.linkedin.com/posts/channing-ferrer-981437_at-first-glance-i-dislike-the-idea-of-micromanagement-activity-7156389274806837249-YP1f?Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

Today’s amazing guest is a top outside sales voice and brings insights from her 20+ years of building, leading, and transforming inside sales organizations. Lori Harmon is the Vice President & Global Head of Business Development at Cloudflare, the leading connectivity cloud company. She is also the author of 42 Rules for Building a High-Velocity Inside Sales Team. Lori joins Host Matt Benelli to share her framework for leading sales teams from the front, the importance of accountability within an organization, and whether great salespeople are born or built.Takeaways:Good salespeople are not just born, provided they are willing to do the work, they can be developed through training and coaching. While certain qualities and characteristics may make someone more naturally inclined to be a seller, it doesn't guarantee success. Hiring salespeople based on gut feelings alone is not recommended. It's important to have a very structured hiring framework to ensure you're getting the right talent.An important part of leading from the front is not asking your team to do anything that you wouldn’t be willing to do. This allows you to better understand the challenges faced by the team and enables you to provide better guidance and support. Leaders need to create an environment where individuals are encouraged to own their career paths. This should involve proactive planning, seeking out relevant experience, requesting constructive feedback, and capitalizing on opportunities for advancement.Develop a Personal Board of Directors. Having a team of mentors and advisors can significantly boost an individual's career growth. Leaders should encourage their teams to build their personal board of directors to guide them in their professional development.The fast-paced world of tech sales requires constant skill development. Teams should be provided with continuous training opportunities, which will not only add value to their roles but also aid their personal and professional growth.Relationships are crucial both in sales and your career. Encourage your team to build robust relationships with clients, prospects, and colleagues. Strong relationships lead to better customer retention, more referrals, and a more collaborative workplace.Quote of the Show:“It's huge that you own your career because who else is going to own it?” - Lori HarmonLinks:LinkedIn: https://www.linkedin.com/in/lorilharmon/ Website: https://www.cloudflare.com/ 42 Rules for Building a High-Velocity Inside Sales Team: https://a.co/d/dNmE9ZR Shoutouts:Brent Adamson: https://www.linkedin.com/in/brentadamson/ Matt’s Interview with Brent Adamson: https://coach2scale.transistor.fm/episodes/re-framing-b2b-sales-brent-adamson-coach2scale-episode-025 Ben Kennedy: https://www.linkedin.com/in/benkennedy/ Matt’s Interview with Ben Kennedy: https://coach2scale.transistor.fm/episodes/empowering-the-modern-seller-with-ai-ben-kennedy-coach2scale-episode-024 Steve Kerr - Coach of the Golden State WarriorsWays to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

Today’s guest is an influential thought leader, researcher, author, and advisor. Brent Adamson is the Co-Author of the best-selling book, The Challenger Sale along with The Challenger Customer. Brent and Host Matt Benelli discuss how to commit to coaching by making the time, what coaching really means, and why being supplier-agnostic is more important than being customer-centric.Takeaways:Although time is often cited as a reason for not coaching, this is reflexive. Coaching is a necessity for improved sales performance and higher engagement, especially among the core performers. The impact of coaching varies with the performance level of the individuals being coached. Core performers show the most significant performance improvement as a result of effective coaching, while top performers evidence greater engagement. Care should be taken to further coach low performers on possible performance obstacles. The most effective way to boost sales lies not in changing buyers’ opinions about the company, but in enhancing their confidence in their decision-making process. Empathy and humility are imperative to effective leadership and coaching. This human-centered approach to management allows for more effective coaching and an increased level of trust between managers and their team members.The concept of "Frame Making" helps customers make sense of all the information coming at them. Instead of just providing more insights or content, the focus should be on helping the customers fit all the information into a clear, holistic view that can guide their decisions.The most effective sales approach is not to focus on how customers see the suppliers but lets the customer make decisions that work best for them. It's about leading to the supplier, not with the supplier.Quote of the Show:“We're all just humans” - Brent AdamsonLinks:LinkedIn: https://www.linkedin.com/in/brentadamson/ Website: https://www.brentadamson.net/ The Challenger Sale: https://a.co/d/fPv2tlF The Challenger Customer: https://a.co/d/5fflIvQ Shoutouts: Linda RichardsonMatt DixonTed McKennaThe Jolt EffectHank BarnesWays to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

Today’s guest has over 15 years of experience in strategic sales and leading sales teams focused on customer-first, long-term relationships. He has a passion for value-driven conversations and engagements, and a proven track record of driving SaaS growth and customer satisfaction. He brings s a global perspective from working and living in different countries and cultures, such as Argentina, Spain, Mexico and Costa Rica. Ben Kennedy is the Sales Director at Alation! Ben joins Host Matt Benelli to discuss how to maximize the productivity of a sales team, why more sellers does not equal more sales, and where generative AI can help both sellers and customers.Takeaways:Instead of increasing the number of sellers, companies should focus more on the quality of the sales force, and the suitability of their product or service to the customer profile. Sales leaders, especially the CRO, have a responsibility to work with the CFO and CEO to avoid them from pressuring the sales organization to overhire based on a flawed mindset. Overhiring can lead to a number of problems including the dilution of the culture.AI tools can help sales professionals not only increase their efficiency but also their effectiveness. They can significantly improve outreach efforts with hyper-personalization and provide valuable support in customer relationship management.  In today's fast-evolving sales landscape, sales leaders should remain open to learning new strategies and adapting to changing dynamics, such as AI. This requires leaders to be curious, humble, and willing to evolve constantly.Even in the post-COVID era, in-person marketing activities can significantly help teams differentiate themselves and provide the customer with a personalized experience. Stay hungry and never stop learning!Understand the individual motivations behind every person on your sales team and make sure they can get closer to their goals by getting closer to the team goal.Quote of the Show:“The best leaders sales or are continuously evolving and continuously learning.” - Ben KennedyLinks:LinkedIn: https://www.linkedin.com/in/benkennedy/ Website: https://www.alation.com/ Shoutouts: John Rosso: https://www.linkedin.com/in/johnsrosso/ Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

Today’s guest is a longtime sales leader who has led teams at companies like Yext, Fuze, and InsideSales.com. Steve Goldberg is the CRO of Salesloft and a Limited Partner at Stage 2 Capital. Steve joins Host Matt Benelli to discuss why having a growth mindset matters,  the importance of getting bad news early, and the difference between “listening for” and “listening against.”Takeaways:For sales reps to be successful in the changing market of technology, it's crucial to adopt a growth mindset over a fixed mindset. Acknowledge changes, learn, and adapt to new sales processes, technologies, and customer engagement methods. Getting the right executive involved in a deal can significantly impact the outcome. However, it should be mapped with the right strategy and timing, considering the customer's journey with your organization. Sharing timely updates, whether good or bad, is crucial in sales. Late bad news can prevent you from taking helpful measures and can lead to surprising turns in the sales process. Communicating openly can save deals and customer relationships. Provide coaching and guidance to salespeople based on their strengths. Let salespeople be themselves while steering them gently toward better performance. Building a great sales team involves guiding them, not dictating how they should perform their job. Change should be perceived as an opportunity to grow and learn. The first step is acknowledging the change, the next is equipping yourself with the knowledge and tools to work it to your advantage.  Even though AI is taking over many routine tasks, it should be seen as a helping tool that makes the sales process more efficient and effective rather than a threat. AI can aid in making salespeople smarter, providing data insights to help maintain a more informed conversation with customers.Quote of the Show:“A strong manager needs to be able to coach the seller on how to do all the right things before the meeting and after the meeting.” - Steve GoldbergLinks:LinkedIn: https://www.linkedin.com/in/steve-goldberg-2324913/ Salesloft Website: https://www.salesloft.com/ Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

Today’s guest is a renowned sales thought leader, author, and professor. Dr. Howard Dover is the Founder of the Institute for Sales Knowledge and Innovation and Director of the Center for Professional Sales and Sales Coach at The University of Texas, Dallas. Dr. Dover is also the Clinical Professor of Marketing at The University of Texas, Dallas, and the Author of The Sales Innovation Paradox. Dr. Dover joins Host Matt Benelli to discuss why tactical best practices don’t scale, how to drive results as a sales leader, and the role technology plays in a changing sales environment.Takeaways:Sales leaders focus too much on making their sales processes efficient while ignoring the effectiveness of their sales strategies. This involves ensuring the sales team is proficient in communicating the product's value to the potential customer, accurately identifying customer needs, and aligning the product's offerings to meet those needs. It's also about being effective in building relationships with customers, which requires an understanding of the customer's buying journey and personalizing the sales approach accordingly.Sales roles require continuous learning and the ability to quickly adapt to changes. Salespeople need to stay updated with the latest industry trends, customer behaviors, and sales methods. This might include attending workshops, taking courses, reading, or attending industry events. It also involves adapting the sales methods based on the feedback received from clients or market responses. Technology should be viewed as a tool that enhances the sales process rather than as a solution for all sales issues. It can be beneficial in handling data, conducting customer analysis, or automating repetitive tasks, which eventually improves productivity and efficiency. But it's also important for salespeople to understand why and how they're using these tools, and the impact they would have on the sales process and customer interactions.​​Businesses must reconsider the 'classic sales machine' approach, which emphasizes extensive hiring and investment in sales tools and training while seeing a decrease in sales performance. Revising the model to focus on the effectiveness of sales strategies rather than mere expansion can lead to more meaningful sales interactions and ultimately, better conversion rates.Quote of the Show:“Chaos doesn't generate revenue” - Dr. Howard DoverLinks:LinkedIn: https://www.linkedin.com/in/howarddover/ The Sales Innovation Paradox: https://a.co/d/8LWpAXZ Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io