Bob Apollo | Structural and Cultural Prerequisites for Sales Improvement
In his second appearance on the podcast, Bob Apollo highlights the three things the sales team as a group must understand about their prospect to sell effectively, efficiently, and profitably. Bob points out that the “silos” bedeviling many organizations can’t be avoided without disseminating this knowledge from the frontline to the back. Tune in to […]
Frank Swiatek | The Cure for the Common Cold Call (Part 1)
In this edition we have a unique opportunity to hear from sales consultant Frank Swiatek about how he’s helping the local branches of a national organization to transform their sales process. Following a rigorous method, he’s showing salespeople how data they collected reveals small improvements they can’t see on their own. We get to walk […]
Joseph Paris | Emphasizing People Over Technology
Operational excellence is Joseph Paris’s specialty. With his work at consultancy Xonitek he’s all about making companies more productive, efficient, and effective. We talk about the techniques and strategies he uses to give his clients a boost, including in the sales and marketing departments. Lean and Six Sigma can be part of that, says Joseph. […]
Dave Vranicar | 4 Stages of Sales Systems
As a company grows, your approach to sales must change, says Dave Vranicar, founder of Redwell B2B. Even the type of sales leader you hire must change. We explore the different sales systems and methodologies you must implement in order to spur continued growth as you go from startup to well-established market leader. We talk […]
Don Carli: Lessons from Listening to Your Customers
As believers in process improvement, we know the importance of the Voice of the Customer and the value of reliable data. In today’s conversation with Don Carli we discuss the difference between Voice of Market and Voice of Customer, and how they apply not just to products, but to engaging prospects before and during the […]
Bill Blair | The Sales Management Myth
Bill Blair, founder and CEO of Blair Business Solutions, helps his clients work through issues with leadership development, sales coaching, employee retention, and more. Every business has its own issues, of course. But, says Bill, there is definitely a common thread he almost always sees… a misconception about what an effective sales culture looks like. […]
Tim Doot | Becoming More Partner Than Vendor
Burr Oak Tool, a leading manufacturer in the HVAC industry, has long implemented lean practices in their operations. But when Tim Doot arrived as a corporate VP he made sure that philosophy carried into the sales department as well. By examining data from every part of the sales process, the Burr Oak team was able […]
Michael Darrish | The #1 Cause of Sales Sabotage
Pricing, contests, relationships… for years sales, departments could get away with relying on those elements to meet numbers. But in today’s super-competitive environment you have to use a more scientific approach, says Michael Darrish. Michael’s background as an IT developer made him receptive to instilling logic in sales. And these days, as a process improvement […]
Rich Piech | The Toyota Factory Floor Sales Secret
When independent consultant Rich Piech starts working with a company that’s struggling to scale up… he often finds that they have a fundamental flaw: They’ve defined “sales” the wrong way. This has a domino effect, impacting the whole company. And, no, the sales department isn’t to blame, stresses Rich. What is sales… really? And who […]
