sales manager

This episode of "True Confessions of a Sales Leader" features Joe Belenardo, CRO of Anthology, sharing invaluable insights from his extensive career in sales leadership. Drawing from over three decades of experience, Joe delves into the principles of servant leadership, trust, empowerment, and the significance of personal growth for building high-performing teams. His journey from the early days at IBM to leading sales at Anthology highlights the importance of adaptability and building strong relationships within teams and with clients. Joe's real-world examples and strategies offer a roadmap for sales leaders looking to navigate the complexities of modern sales environments and drive their teams to success.

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Episode 010 of Real Estate Team OS features Ryan Rodenbeck and John McCarthy of Spyglass Realty in Austin, Texas.

Ryan’s the Founder, Broker, and CEO. John joined him as an agent and became Sales Manager.

Learn what Ryan built that attracted John to the team and the growth and opportunity that created the need for formal sales leadership.

Watch or listen for insights into:
- John’s appearance on a house flipping show 15 years ago
- The role a formal leadership structure plays as foundation of a scaling business
- How and why Spyglass started (spoiler: it wasn’t to build a team - it was for Ryan as a solo agent)
- Why the team model was “exactly” what John needed in his transition back to Texas, allowing him to “plug right in” and “build from there” rather than build his real estate business from scratch
- Pro tips for naming your team or brokerage (especially if you’re not naming it after yourself)
- The two types of agents on the team and the drive to make them all more independent over time
- The risks and opportunities for Spyglass and for John in his stepping into the Sales Manager role
- Why agents have to trust and follow the process - and how they benefit over the long term by being trained into it in the short term
- Specific topics you can train your agents on today
- The good, bad, ugly, and necessity of implementing a system like EOS - “the biggest thing (they’ve) ever done with (their) brokerage to make (them) more nimble and more efficient”

At the end, learn about a team enjoying a 25-year reunion, a beloved and frivolous purchase, the benefit of immersive experiences, and the need to shut down your brain.

Follow Ryan, John, or Spyglass:
- https://www.instagram.com/ryanrodenbeck
- https://www.instagram.com/johnnymacspyglassrealty/
- https://www.instagram.com/spyglassrealty/

Check out their website and podcast:
- https://spyglassrealty.com
- https://realtyhack.com

Learn more about Real Estate Team OS:
- https://www.realestateteamos.com
- https://linktr.ee/realestateteamos

Follow Real Estate Team OS:
- https://www.instagram.com/realestateteamos/
- https://www.tiktok.com/@realestateteamos

Get subscriber-only episodes instantly, plus email-exclusive insights and guest previews every week - sign up at https://www.realestateteamos.com/subscribe

In this episode, the Collin discusses with Tom Slocum the importance of building a sales playbook and how it can benefit a company's go-to-market team. They explore what should and shouldn't be included in a playbook and who should be involved in its creation. Tom also shares insights on measuring the effectiveness of a playbook and the positive results that can be expected, such as improved sales performance, unified processes, and reduced onboarding time.

Follow the Host:
Collin Mitchell (Partner, Leadium)

Our Episode Guest:
Tom Slocum (CEO and Founder, The SD Lab)

Sponsored By:
Leadium | The leader in outbound sales appointment setting

*If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!

In this episode, the Collin discusses with Tom Slocum the importance of building a sales playbook and how it can benefit a company's go-to-market team. They explore what should and shouldn't be included in a playbook and who should be involved in its creation. Tom also shares insights on measuring the effectiveness of a playbook and the positive results that can be expected, such as improved sales performance, unified processes, and reduced onboarding time.

Follow the Host:
Collin Mitchell (Partner, Leadium)

Our Episode Guest:
Tom Slocum (CEO and Founder, The SD Lab)

Sponsored By:
Leadium | The leader in outbound sales appointment setting

*If you'd like to be a guest on the show or have any questions, email us at guest@salestransformation.co - Just tell us why you're reaching out and we'll contact you as soon as we can!

In this episode of Selling From The Heart, hosts Larry Levine and Darrell Amy are joined by John Hanson, a customer service expert and author of the book "Winning Secrets: How a Dictionary and a Ruler Can Change Your Life." He is known for his commitment to excellence in communication, responsiveness, and adding value to clients.

John joins us to discuss the concept of Selling From The Heart and the key principles outlined in his upcoming book, "Winning Secrets." He emphasizes the importance of building trust with customers by genuinely caring about their needs and providing value. John introduces the idea of using a dictionary and a ruler to redefine success and measure progress. He encourages celebrating both successes and failures as learning opportunities and highlights the significance of preparation and continuous improvement in sales.

KEY TAKEAWAYS

Building trust with customers requires genuine curiosity and a commitment to understanding their needs.

Success is not a one-time event but a continuous journey of progress and improvement.

Celebrating failures as learning experiences can lead to growth and innovation.

Preparation is key to handling success and maintaining high-quality service.

Continuous improvement and a mindset of gratitude are essential for long-term success in sales.

HIGHLIGHT QUOTES

"The ability to earn trust and keep it is by learning their world, getting in their shoes, and genuinely caring about them." - John Hanson

"Success is not a one-time event. It's a continuous journey of progress and improvement." - John Hanson

"The opposite of winning in life is not failure. It's giving up, not trying at all." - John Hanson

"Celebrate progress and failures as learning opportunities to fuel growth and innovation." - John Hanson

"Preparation is the biggest part of winning. How are you preparing for the success that's ahead?" - John Hanson

Learn more about John Hanson:

LinkedIn: https://www.linkedin.com/in/john-d-hanson-heroic-success/

Learn more about Darrell and Larry: 

Darrell's LinkedIn: https://www.linkedin.com/in/darrellamy/
Larry's LinkedIn: https://www.linkedin.com/in/larrylevine1992/
Website: https://www.sellingfromtheheart.net/

Got a video about how you sell from the heart? Share it by texting VIDEO to 21000.

Please visit BarnesandNobles.com to order your copy of the rerelease of the Selling from the Heart book. 

SUBSCRIBE to our YOUTUBE CHANNEL! 

https://www.youtube.com/c/sellingfromtheheart

Please visit WHY INSTITUTE:

https://whyinstitute.com/

Please go to WORK BETTER NOW:

https://www.workbetternow.com/

Click for your Daily Dose of Inspiration:

https://www.sellingfromtheheart.net/daily

Check out the 2023 Authentic Selling Challenge:

https://authenticsellingchallenge.com/

Get your Insiders Group FREE PASS here:

https://www.sellingfromtheheart.net/free-pass

On this episode of Ryan C. Greene's BORN TO BE DOPE, entrepreneur and sales guru Che Brown shares his system for building a successful sales team without spending a dime. Brown stresses the importance of seeing oneself in sales and embracing it as a positive thing, as everyone is in sales in some way. He covers the difference between sales and marketing and explains how salespeople rely on marketing to help solve problems and bring in revenue. Additionally, Che emphasizes the importance of collaboration over competition and encourages listeners to start collaborating and working together. Tune in to learn about his five-component system for building a successful sales team and how you can apply these principles to your own business.

Be sure to LIKE, SUBSCRIBE, and SHARE this episode!

Watch this and other full video episodes: www.watchborntobedope.com

Follow Born To Be Dope on Instagram: www.instagram.com/iamborntobedope

Join the private Born To Be Dope Facebook Group: www.borntobedopegroup.com

Follow Ryan C. Greene on Instagram: www.instagram.com/ryancgreenemedia

Get your Born To Be Dope Apparel: www.weardopetees.com

[00:02:21] Finding your special sauce for success, sales vs marketing.
[00:03:25] Sales solves problems and brings money in.
[00:09:39] Five components for seven-figure sales team.
[00:13:06] Developing seven figure sales team concept.
[00:22:40] Digital sales team for growing businesses.
[00:26:16] Love for rap music as personal empowerment.
[00:30:08] "Mamba mentality": belief in never finishing, working hard.
[00:34:05] Collaboration over competition, impact humanity.
[00:35:42] Che Brown, show, follow on social media.

Sales teams are accountable for their controllable behavior.

Behavior is a leading indicator of results, and increasing positive behaviors can lead to better outcomes. Measuring behavior allows for identifying the level of effort put in by salespeople. Developing good habits, such as effective prospecting, is essential for sales success. Measuring behavior helps identify problems and areas for improvement in the sales process.

In this episode of the No BS Sales School podcast, Walker McKay discusses the importance of holding sales teams accountable for their behavior rather than just focusing on results. He emphasizes that behavior is directly within a salesperson's control and can be measured and improved. Walker highlights five reasons why measuring behavior is crucial: it is in their control, behavior is a leading indicator of results, it allows for measuring effort, it develops excellent habits, and it helps identify problems sooner. By focusing on behavior, sales managers can ensure that their teams are taking the necessary actions to achieve success.

NON-BS WORDS TO THE WISE

Measuring Behavior Instead of Results - Walker McKay: “The number one reason to hold somebody accountable, a salesperson, your sales team accountable for their behavior is that is in their control. They can do that themselves…behavior is a leading indicator of results. If you're doing more behavior, you're going to get better results.”

Identifying Problems through Behavior Accountability - Walker McKay: “Hold people accountable for behavior instead of results. Number one, it's directly within a salesperson's control. They control that stuff…It allows you as their manager, as their boss, or even as yourself to identify: Where are the problems? Why is this not working?”

Where to find Walker:

LinkedIn: https://www.linkedin.com/in/walkermckay/

Twitter: https://twitter.com/walkermckay

Instagram: https://www.instagram.com/nobssalesschool/

Free Training Course: http://www.7salesmistakes.com/

Website: https://www.walkermckay.com/

This throwback episode of the Live Better Sell Better Podcast features Stephanie Herre, the Regional Manager for UK Enterprise at Remote. Leadership development starts with determining if leadership is even for you. Stephanie digs into the realities of leadership like accountability and loss of control, as well as tips on how companies should hire and develop leaders.

HIGHLIGHT QUOTES

Take coaching seriously or get a leadership coach - Stephanie: "They need to take it a lot more seriously because the cost of attrition is way more detrimental than just keeping on somebody who you just get along with, or you don't really have the time to mentor or coach. At the very least just hire a leadership coach for all of your first-time managers who is an unbiased person in the room."

You can find out more about Stephanie in the links below:

• LinkedIn: https://www.linkedin.com/in/stephtaiwo/
• Website: https://stephanietaiwo.me/

Connect with KD in the links below:

• LinkedIn: https://www.linkedin.com/in/kddorsey3/
• Patreon: https://www.patreon.com/insidesalesexcellence

Live Better. Sell Better. is sponsored by our proud partner:

Rocket Reach | rocketreach.co

This episode of the Live Better Sell Better Podcast features Sahil Mansuri, CEO of Bravado. With layoffs happening left and right, it is critical for salespeople to know how best to protect themselves. Sahil educates on why equity is worthless in 95% of startups and why salespeople should look at a company's profitability when looking for their next job. 

HIGHLIGHT QUOTES

Determine a company's profitability before joining it - Sahil: "How do you evaluate an employer in a down market? It all comes down to profitability. It comes down to whether your company is turning a profit or not."

"Any company that's turning a profit's completely fine. I mean, completely fine maybe too glib, but you're still fine. You control your own destiny. If you make more money than you spend, your company's going to be fine. For 99% of startups, that's not true."

The 3 numbers you need from a potential employer - Sahil: "Get those three numbers. How much do you spend per month? How much do you make per month, and how much money is in the bank? So again, easy math.

"Let's say a company spends a million dollars a month and they make $500,000 in revenue. So they've burned 500k a month in spend. How much money do you have? Company has $50 million in the bank. Great. Go work for that company."

You can find out more about Sahil in the links below:

• LinkedIn: https://www.linkedin.com/in/sahilmansuri/
• Website: https://bravado.co/
• Email: sahil.mansuri@bravado.co

Connect with KD in the links below:

• LinkedIn: https://www.linkedin.com/in/kddorsey3/
• Patreon: https://www.patreon.com/insidesalesexcellence

Live Better. Sell Better. is sponsored by our proud partner:

Rocket Reach | rocketreach.com

This episode is sponsored the International Collegiate Sales Competition (www.icsc-fsu.com). Every November, Florida State University hosts the world's largest sales roleplay and sales management case competition in sunny Orlando, Florida. If you're a student looking to differentiate yourself and secure your dream job in sales, a marketing or sales professor looking to show off your students and connect them with great opportunities, or a sales manager or recruiter looking to acquire top sales talent, come join us!

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

This episode is sponsored the International Collegiate Sales Competition (www.icsc-fsu.com). Every November, Florida State University hosts the world's largest sales roleplay and sales management case competition in sunny Orlando, Florida. If you're a student looking to differentiate yourself and secure your dream job in sales, a marketing or sales professor looking to show off your students and connect them with great opportunities, or a sales manager or recruiter looking to acquire top sales talent, come join us!

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

Guest: Wayne Skinner, VP of Sales and partner of Argenta Field Solutions and Helios Power.

In our inaugural episodes, my partner Wayne and I dive into where we started, where we've been, and the #CODOC tenets. These first few episodes contain tactical advice on starting, building, and running great sales teams so get your pen and pad ready!

If you got some value please review and share!

Feel free to follow me on social: 

https://poplme.co/dougmitchell/share

If you'd like to follow Wayne on social media you can reach him here!

https://www.facebook.com/wayne.texas

Thank you for support Building Great Sales Teams!

If you want to learn more about our host Doug Mitchell or get free BGST resources go to www.salesprogrambuilder.com.

This episode is sponsored the International Collegiate Sales Competition (www.icsc-fsu.com). Every November, Florida State University hosts the world's largest sales roleplay and sales management case competition in sunny Orlando, Florida. If you're a student looking to differentiate yourself and secure your dream job in sales, a marketing or sales professor looking to show off your students and connect them with great opportunities, or a sales manager or recruiter looking to acquire top sales talent, come join us!

Visit The Sales Lab at https://thesaleslab.org and check out all our guests' recommended readings at https://thesaleslab.org/reading-list

To listen to The Sales Lab Podcast on your favorite apps, visit https://thesaleslab.simplecast.com/ and select your preferred method of listening.

Connect with us on Facebook at https://www.facebook.com/saleslabpodcast

Connect with us on Linkedin at https://www.linkedin.com/company/thesaleslab

Subscribe to The Sales Lab channel on YouTube at  https://www.youtube.com/channel/UCp703YWbD3-KO73NXUTBI-Q

#4 Paul Renker is a Business and New Homes Sales Genius, whos losses during the 2008 recession were more than just the wealth he had created. 


Hillary Simply 

• Youtube 
• Instagram

In this episode of “True Confessions of a Sales Leader,” we explore how to create a successful sales team and scale it to grow and perform within the company. 

We’re excited with this episode’s guest, Henry Schuck co-founder, CEO, and Chairman of the Board of ZoomInfo. Henry joins Scott Olsen, founder of the Olsen Group, and Gary Brashear, managing partner of the Olsen Group. 

If you don’t know the story behind ZoomInfo, it’s a great success story. Henry co-founded the company (formerly DiscoverOrg) in 2007 in his law school dorm and has been growing the successful company ever since. Last summer, ZoomInfo became a Nasdaq-listed company and is one of the dominant players in the sales enablement technology space.

Listen in to find out how Henry got on the path to build his sales teams and how he continues to do so today. 

In our first episode of the new season, we tackle a growing problem not only facing sales organizations but entire companies—keeping your team intact.

Our guest is Scott Campbell, Senior VP at Sales at Docker, who has been responsible for ramping up a new sales team in 2021. Scott joins (our own) Scott Olsen, founder of the Olsen Group, and Gary Brashear, managing partner of the Olsen Group. 

You’ve read the headlines about the mass exodus of employees or perhaps you’re struggling to keep or attract a talented sales team. Hired just over a year ago, Scott has been responsible for building a new sales team —90% of the team are new hires. So, how do you attract new talent like this? Listen in as we discuss what Scott has accomplished and how to implement your own changes to recruit sales rock stars.