sales team

Episode Overview:

In this episode of the Scaling Creator Podcast, Soren Dickens engages in a deep dive with Dan Fantasia, a seasoned expert in sales recruiting, to unravel the complexities of building and scaling effective sales teams. 

Listeners will gain valuable insights into the recruitment process, learn strategies for hiring sales talent that aligns with their business, and discover the evolving role of sales professionals in today's content-driven marketplace.

Segment Breakdown:

0:00:00 – 0:02:56: Introduction

• Announcement of guest Dan Fantasia and overview of Treeline Inc.

0:02:57 – 0:15:08: Guest Introduction and the Importance of Sales Recruitment

• Dan Fantasia's background and the inception of Treeline Inc.
• Discussion on the challenges of starting in sales recruitment and the value Treeline Inc. provides.

0:15:09 – 0:23:30: Sourcing Top Sales Talent

• In-depth explanation of Treeline's method of sourcing and placing sales professionals.
• The shift in the recruitment industry from 2001 to the present.

0:23:31 – 0:31:45: Founder-Led Sales Teams

• Challenges faced by creator companies with founder-led sales.
• Strategies for transitioning sales responsibilities from founders to hired sales professionals.

0:31:46 – 0:42:06: Creating Systematic Sales Processes

• The importance of systematic approaches in sales for small businesses and startups.
• How Treeline assists companies in identifying and hiring sales talent.

0:42:07 – 0:49:02: Strategic vs. Transactional Sales Models

• The distinction between transactional and strategic sales roles.
• How businesses can balance both types of sales approaches.

0:49:03 – 0:56:22: Sales Evolution and Future Trends

• The evolution of sales practices over time.
• An exploration of how content creation is becoming intertwined with sales roles.

0:56:23 – 1:04:40: Conclusion and Recommendations

• Final thoughts and advice for creators looking to scale their sales efforts.
• Information on where to connect with Dan Fantasia and Treeline Inc.

Key Moments:

• At 0:14:44, Dan shares a memorable story about his early career struggles and the eventual success he found in sales recruiting.
• At 0:31:12, Dan emphasizes the need for founders to let go of the sales process to scale effectively, providing a moment of revelation for many business owners.

Resource Links and References:

• Treeline Inc. website: treelineinc.com
• Dan Fantasia LinkedIn Profile: linkedin.com/danfantasia
• Job description template and resources mentioned by Dan: treelineinc.com/resources

Guest Information:

Dan Fantasia is the CEO and founder of Treeline Inc., a sales recruitment agency that specializes in matching top sales talent with companies seeking to build or scale their sales teams. With over two decades of experience in the field, Dan has a rich background in sales and has been instrumental in helping numerous companies achieve their growth objectives.

Concluding Summary

Listeners should now have a deeper understanding of the intricacies of sales recruitment and the practical steps required to build a robust sales team that can take a creator business to new heights. If you found the insights from this episode valuable, consider subscribing to the podcast, sharing it with fellow creators, and joining the Scaling Creator community for more enriching discussions.

Many coaches and practitioners have approached Kendra Perry to ask one question: is it possible to sell without a sales call? Kendra says yes – but there are some caveats. In this episode, she explains everything you need to consider if you want to close sales successfully even without lifting your phone.

Love the show? Subscribe, rate, review & share! https://kendraperry.net/

Jeremy Burton is the CEO of Observe and a board member of Snowflake. He has a background in product management and marketing, with experience at companies like Oracle, Symantec, and Dell.

In this episode of the Revenue Builders Podcast hosted by John McMahon and John Kaplan, Jeremy Burton, CEO of Observe, shares insights from his transition from working at large companies to leading a startup. He emphasizes the importance of introspection and humility, building a culture of open feedback and discussion, and understanding the continuous process of product-market fit. He also discusses the potential of AI to transform industries and increase productivity, while acknowledging its limitations.

Tune in to this conversation with John McMahon and John Kaplan on the Revenue Builders podcast.

HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:09:01] Importance of optimism and comfort with the unknown in a startup
[00:10:53] Importance of being prepared to make mistakes and learn
[00:13:11] Pride is detrimental, need to readjust and reassess decisions
[00:19:42] Look for a startup that could become a big company
[00:21:50] Importance of humility and listening to customer feedback
[00:26:01] Building for larger enterprises can have a stronger value proposition
[00:29:30] Focusing on solving customer problems rather than cool features
[00:40:31] Skill sets of sellers and understanding users and enterprise
[00:47:38] Generative AI can automate troubleshooting tasks and improve efficiency
[01:00:00] Marketing's role in making sales successful

ADDITIONAL RESOURCES

Learn more about Jeremy Burton and about their company:
https://www.linkedin.com/in/jburton0/
https://www.linkedin.com/company/observe-inc/

Download our Sales Transformation Guide for Leaders:
https://forc.mx/3sdtEZJ

HIGHLIGHT QUOTES

[00:54:33] "And I think all of those kinds of industries where a domain expert is required to explain, they're sort of the gatekeeper and you've got to pay them a lot of money. I think that interface is changing. It's going to be blown wide open. And so, if your value is in doing this translation from complicated domain specific language to layman's, you find somewhere else to add value because that's not going to be it."
[00:55:52] "But the number of people that can then interact with that is going to be an order of magnitude greater. And so you better make sure your system can scale because more people are probably going to engage. There's a whole bunch of sort of caveats that I think almost every software company is going to have to think through, which is why, if you don't have someone really important in your company working on this, then you're making a mistake."

In this informative episode of "Planning 2024 with Your Sales Team," Doug Mitchell guides listeners through a comprehensive approach to planning and goal-setting for sales teams. Covering crucial aspects from setting lifestyle goals to calculating burn rates and establishing weekly sales targets, Doug provides a detailed roadmap for creating a successful sales strategy for the upcoming year. The episode emphasizes the importance of breaking down annual goals into manageable, measurable weekly objectives, using a mix of personal motivation and practical tools to ensure sales team success in 2024.

1. **00:20** - Introduction to the concept of building great sales teams.

2. **03:00** - Discussion on the feasibility of gathering the sales team for planning before the new year.

3. **07:08** - The psychological impact of physically writing down 2024 goals.

4. **14:10** - Explanation of the EOS (Entrepreneur Operating System) and its application in setting sales goals.

5. **20:17** - Delving into the practical aspects of setting and managing sales targets.

6. **29:19** - Reverse engineering sales targets from lifestyle goals down to weekly sales activities.

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.

Here are the good vibes I found this week:

1. ‘Peppa Pig’ Gets Its First Same-Sex Couple – Two Polar Bear Mommies
2. A Swimming Cap Made for Black Hair Gets Official Approval After Previous Olympic Ban
3. The Hubspot Culture Code: “Better to Try and Sometimes Fail Than to Sit Tight...and Fail for Sure.”
4. U.S. Soccer Players Formally Sign Equal Pay Agreements
5. If Your Family Makes Less Than $100,000 per Year, Princeton Will Cover All Your Tuition

Learn more about John Avila here: https://www.avilacreativeinc.com/

Read the full blog here: https://www.theequalityinstitute.com/equality-insights-blog/5-things-the-sales-team

Join thousands of readers by subscribing to the 5 Things newsletter. Enjoy some good vibes in DEI every Saturday morning. https://5thingsdei.com/

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!

Jeff Emden is an experienced professional with a strong background in wood products distribution, currently serving as a General Manager. He has navigated numerous milestones in his career, including working for a family business, managing rapid growth, implementing technology, and introducing core values to an already established business. Jeff is known for his expertise in building and leading early-career teams while maintaining a consistent track record of financial success. 

General Points of Conversation:

• Family Business Dynamics: Discuss Jeff's journey in a family business, the challenges, and advantages of working within this context.
• Navigating Rapid Growth: Explore the strategies and tactics Jeff employed to navigate and manage the company's rapid growth.
• Tech Adoption and Core Values: Delve into how Jeff introduced technology into the business while maintaining core values and principles that have shaped the company's identity.

Contact Information: You can connect with Jeff Emden on Facebook at Facebook Profile. Feel free to reach out and explore further insights into his expertise and experiences.

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.

In this episode of Building Great Sales Teams, Doug shares problems that bigger sales teams face and offers solutions to those problems, enjoy! 

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.

From the "Move The Needle" Podcast

Welcome to another energizing episode of Move The Needle, where we delve deep into the world of sales and business growth. Our special guest today is none other than Doug Mitchell, a seasoned sales leader with a wealth of knowledge and experience under his belt.

This episode, "Building A Great Sales Team With Doug Mitchell," is a treasure trove of insights for anyone looking to scale their business. Doug shares his secrets on how to assemble a top-performing sales team, drawing on his years of experience leading dynamic sales forces.

We discuss everything from identifying potential talent and fostering a productive and inclusive team environment to the importance of continued training and development. Doug also shares his unique perspective on the key role that resilience, positivity, and strong leadership play in building a high-performing sales team.

Perfect for entrepreneurs, business owners, and sales enthusiasts, this episode offers invaluable lessons, tips, and strategies that will empower you to take your sales team to new heights. So tune in and get ready for some real-world sales wisdom.

Remember, success is no accident. It's about making the right decisions, adopting the right strategies, and building the right team. Let's learn and grow together with Doug Mitchell in this enriching episode.

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.

Are you overwhelmed by the number of software applications your team utilizes? 
Do you find yourself paying for multiple tools that essentially do the same thing? 

Well, fear not! We've got you covered with a detailed step-by-step guide on how to consolidate your tech stack and increase your firm's efficiency and productivity. Join your host, Kortney Harmon, as she takes you on a journey through the audit process, identifying redundancies, prioritizing the right tools, developing a consolidation plan, gathering feedback, and successfully migrating your company data. Get ready to roll up your sleeves and embrace the power of a streamlined tech stack. Your bottom line will thank you for it. So, grab your pens, ready your notepads, and let's dive in!

In this episode, host Colin Mitchell interviews Bowen Moody, the sales guru and AI mastermind behind Wonder Way. They discuss the challenges of selling in tough times and how to survive as a startup founder. Moody shares his personal journey of transitioning from product management to sales and the lessons he learned along the way. They also talk about the importance of being flexible, listening to customers, and staying resilient in the face of adversity.

Follow the Host:
Collin Mitchell (Partner, Leadium)

Our Episode Guest:
Bowen Moody (CEO, Wonder Way)

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!

ABOUT JOSH

Joshua “Josh” Dinneen is the President of Blue Mantis (formerly Green Pages), a technology service provider. He has a strong track record of driving growth and organizational transformation in the tech industry. Josh discusses the importance of driving top-of-funnel activity to acquire new customers and shares insights on Blue Mantis' rebranding and focus on services. He also highlights the company's commitment to organic growth and the role of their BDR team in driving new business.

SHOW SUMMARY

In this episode of Tech Sales Insights, Josh Dinneen emphasizes the significance of driving top-of-funnel activity to achieve substantial growth and acquire new customers. He shares insights on Blue Mantis' rebranding and their strategic focus on services, including cloud, cybersecurity, and networking. Josh also discusses the company's commitment to organic growth and profitability, as well as their pursuit of acquisitions that align with their strategy. He highlights the crucial role of Blue Mantis' BDR team in supporting lead generation and collaborating with the sales team to drive new business.

KEY TAKEAWAYS

• Driving top-of-funnel activity is crucial for acquiring new customers and fueling growth.
• Blue Mantis has shifted its focus to services and is investing in capabilities like cloud, cybersecurity, and networking.
• The company is actively pursuing acquisitions that align with their strategy and can contribute to their revenue mix.
• Blue Mantis has a strong BDR team that supports lead generation and works closely with the sales team to drive new business.

QUOTES

• "Driving top-of-funnel activity is the only way to impact significant growth and bring in new logos." - Josh Dinneen
• "We want to grow with a purpose and under control, focusing on organic growth and profitability." - Josh Dinneen

Find out more about Joshua in the link below:

• LinkedIn: https://www.linkedin.com/in/joshua-dinneen-32a4a13/

This episode of Tech Sales Insights is brought to you by: 

• Sales Community: https://www.salescommunity.com/
• Sandler: https://www.sandler.com/

Mike F Bauer is a highly accomplished professional with expertise in sales, leadership, and team building. He currently manages a team of nearly 30 sales representatives, along with managers and support staff. In addition to his professional endeavors, Mike holds significant holdings in cash-flowing real estate, enjoying a fulfilling life with his loving wife and four home-schooled freedom babies.

Mike's remarkable journey includes noteworthy milestones that showcase his determination and success. He started his career five years ago in a call center position, earning $14 per hour. Within a year, he was handpicked as one of three individuals to pilot an outside sales team. Under his leadership, the team achieved remarkable results, crossing $100 million in revenue within four years, with an impressive average annual transaction value of $400. This success was driven by a focus on recurring revenue membership.

In this episode, Mike would like to cover the topic of building a team based on culture and values, emphasizing the importance of a 'Pitch Notebook' as a powerful tool. Listeners can expect to gain insights into fostering a positive team environment and leveraging the value of effective pitching.

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.

ACCOUNTABILITY TAKES YOU A LONG WAY

Sometimes sales leaders just manage more people than they can manage. Then they end up being part player, part coach in their role and essentially stop being accountable to themselves. In today's episode of Sales Transformation, Collin discusses accountability and why it can be so advantageous to have a full funnel.

Get Fresh Sales Plays From The Trenches In Your Inbox ST Newsletter.

TRANSFORMING MOMENTS

COLLIN: HAVING A FULL-FUNNEL CAN MAKE A HUGE DIFFERENCE MENTALLY

“You can actually serve your prospects better when you have a healthy pipeline because you are showing up as the best version of yourself. You truly care about helping them versus just like, "I gotta get this commission." And I talk about this a lot is, you know, a lot of salespeople are still walking around with commission breath and your prospects can smell it.”

Connect with Collin 

LinkedIn | YouTube | Newsletter | Twitter | IG | Tik Tok

Greg Fisher is the CEO of TripShock, a travel industry giant. He has been with the company since its inception in 2004 and has helped to grow it into one of the leading online travel agencies in the United States.

Fisher is a passionate entrepreneur with a strong track record of success. He is also a gifted marketer and has developed innovative strategies that have helped TripShock to stay ahead of the competition.

In addition to his work at TripShock, Fisher is also the CEO of WaveRez, a vacation rental management company. He is also the CMO of Limit Login Attempts Reloaded, a WordPress plugin that helps to protect websites from security breaches.

Fisher is a frequent speaker at industry events and has been featured in publications such as The Wall Street Journal, Forbes, and Entrepreneur. He is also a member of the Young Entrepreneur Council and the American Marketing Association.

Fisher is a highly accomplished entrepreneur with a deep understanding of the travel industry. He is a valuable resource for anyone looking to start or grow a business.

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.

Doug C. Brown is the CEO of CEO Sales Strategies and a Sales Revenue and Profit Growth Expert. He is the creator of the Top 1% Academy, where he trains on how to sell to buyers, whether they be CEOs, business owners, or entrepreneurs, and how to be in the top 1% of sales earners doing so.

Doug has coached, consulted, and advised companies and thousands of people in business including Enterprise-Rent Car, Nationwide, Intuit, Proctor and Gamble, and CBS Television. Doug also served as an independent President of Sales and Training for Tony Robbins, Chet Holmes, and Russ Whitney, where he raised the close rate of the sales presenter teams by 157%, as well as increased sales for one product line by 4150% in his first six months of taking over, which resulted in tens of millions of dollars in extra sales over time.

His sales acquisition and sales revenue growth skills have helped him to:

• Sell music equipment to bands such as Aerosmith, Boston, and The Eagles.
• Become a top-selling sales representative for a 2-billion dollar company.
• Increase a company’s close rate by 862% and their revenue growth by 116% – all within four months.
• Generate over $700 million in sales for himself and his clients.
• Generate revenue of over $1 million yearly in his sales acquisition coaching/advising business.

Today, Doug helps people become better at influencing, persuading, and selling to others (regardless of what their product or service is) and at a level that they never thought was possible. He demonstrates what the tools, behaviors, and traits of the top 1% earners are and how to implement them into daily activities. He believes that most people have the personal power and potential to be at the top 1% of earners, but lack the tools and knowledge of how to achieve this. 

Just for the Listeners of the BGST Podcast , Doug C Brown is giving away his new book!

"The Art and Science of Being a Nonstop 1% Earner Through Selling." 

It is unexpectedly still in the process of finalization, so he would like to have listeners email regarding the e-Book at YouMatter@CEOSalesStrategies.com with the title "Doug Mitchell - 1% Earners eBook".

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.

On this episode of Building Great Sales Teams, Doug shares insights on how to grow your business and get your team motivated about it. From planning the expansion to executing it, Doug provides actionable tips and strategies to help sales teams achieve their growth objectives. Tune in to this episode to learn how to take your business to the next level.

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.

Michael Park is the owner of Synergy Pest Control and a sales expert with a specific focus on door-to-door sales. He is known for his ability to push through tough times and his unwavering commitment to giving 100% effort. Michael is a mindset pusher and an advocate for developing a "can't quit, won't quit" attitude.He also provides insights on how to be a top sales representative in the door-to-door space, and offers some effective sales tactics that any salesperson can use.

Michael's career in sales started in 2013, and he quickly made a name for himself by being the #1 rookie of the year and the top sales representative for his company. He doubled his income for the first three years and eventually started his own company, which he continues to grow. He is also a husband and father of three, and has been personally affected by his mother's battle with cancer.

To connect with Michael, you can find him on Instagram at @michaelgpark.

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.

Kourtney Vest is the Marketing and Development Manager for a Division of CrossCountry Mortgage, with expertise in building successful mortgage teams, coaching/growing loan volumes, and marketing and social media for the mortgage and real estate industry. With a background in graphic design, Kourtney has risen through the ranks to her current position in just 5 years.

In her role, Kourtney manages and recruits for a branch that averages $700M in annual volume, and has helped her top three loan teams grow from $20M to $65M in just two years. Her experience has taught her that being a part of a great sales team is the key to building a great sales team.

Kourtney shares her insights on why personal branding is crucial for sales professionals, how to establish a strong brand, and how to leverage social media platforms to connect with clients and build relationships. She also explains how to balance personal and professional content on social media, and how to use analytics to measure the success of your social media strategy.

Tune in to this episode to learn from Kourtney's experience and expertise on how to establish and maintain a strong personal brand and social media presence, and how to use these tools to build a successful sales team.

Listeners can connect with Kourtney on social media at @money_v_mortgage or by phone at 512-887-0010. She offers self-sourced loan officers the opportunity to grow their income, and also provides Realtors with the chance to work with top-tier lenders.

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.

In this episode, Doug Mitchell of Argenta Field Solutions shares his insights on how to identify and qualify potential customers, as well as how to develop a top-performing sales team. He provides practical advice on how to build relationships with customers, and the importance of listening to their needs and concerns.

Throughout the conversation, Kevin and Greg engage Doug in lively discussion, sharing their own experiences and asking thoughtful questions that delve into the nuances of direct sales. Listeners will gain valuable insights into the strategies and techniques that are essential for building a successful sales team.

So if you're looking to up your sales game, or simply want to learn more about the world of direct sales, be sure to tune in to this episode of the Awkward Watersport Guys.

[SPONSORS] - This show is sponsored by AAMP Agency.

**ON SALE NOW** Tickets to the 3rd annual Watersport & Boat Tour Operators Forum - Now called "The Port" at Arival. October 9th-12th. Get all the details here.

Show Links:
Website: https://www.watersportpodcast.com
Facebook Page: https://www.facebook.com/awgpodcast
Facebook Group: https://www.facebook.com/groups/1155418904790489
Instagram: https://www.instagram.com/awg_podcast/
YouTube: https://www.youtube.com/channel/UC3TSseuv2wdIYO5nuviZSwQ