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Business & Economics Podcasts

You are a Sales Leader who wants to become an Exceptional Sales Leader. You are committed to developing a highly functioning & highly engaged team. You are committed to driving consistent, sustainable and replicable results. This podcast is designed to help you do just that, through 1) Attracting high quality sales professionals who will fit ‘hand in glove’ with a high performing sales culture, and develop a market leading level of influence. 2) Developing the team and sales professionals through laser focused coaching and mentoring, implementation of strategy and increased productivity., & 3) Delivering sustainable and replicable results through world class pitching and performance management strategies. The end result? An Exceptional Sales Leader who gets to enjoy more money, more meaning, and better sales results

You are a Sales Leader who wants to become an Exceptional Sales Leader. You are committed to developing a highly functioning & highly engaged team. You are committed to driving consistent, sustainable and replicable results. This podcast is designed to help you do just that, through 1) Attracting high quality sales professionals who will fit ‘hand in glove’ with a high performing sales culture, and develop a market leading level of influence. 2) Developing the team and sales professionals through laser focused coaching and mentoring, implementation of strategy and increased productivity., & 3) Delivering sustainable and replicable results through world class pitching and performance management strategies. The end result? An Exceptional Sales Leader who gets to enjoy more money, more meaning, and better sales results

Location:

Australia

Description:

You are a Sales Leader who wants to become an Exceptional Sales Leader. You are committed to developing a highly functioning & highly engaged team. You are committed to driving consistent, sustainable and replicable results. This podcast is designed to help you do just that, through 1) Attracting high quality sales professionals who will fit ‘hand in glove’ with a high performing sales culture, and develop a market leading level of influence. 2) Developing the team and sales professionals through laser focused coaching and mentoring, implementation of strategy and increased productivity., & 3) Delivering sustainable and replicable results through world class pitching and performance management strategies. The end result? An Exceptional Sales Leader who gets to enjoy more money, more meaning, and better sales results

Language:

English

Contact:

+61412335554

Episodes

Who Is In Your Corner?

3/4/2021
How often to you stop to consider who is in your corner? Who do you surround yourself with? It has often been said that we are the average of the 5 closest people to us, which applies to sales, leadership, beliefs, and even income. These people are your inner circle. Have you carefully selected your inner circle, or have you let just anyone in?

Duration:00:16:30

Remove The Distractions

3/3/2021
One of the most frustrating elements of sales leadership that I found, was the constant demands from others, which simply created distractions. I had to learn to identify the key activities, objectives and priorities that would move the needle and progress forward, and de-prioritise other distracting activities.

Duration:00:15:53

How Many Chances Do You Give?

3/2/2021
Last week, I spoke about the importance of setting and maintaining standards of excellence and being rigorous around those. What is it that I stand for, what are my expectations, and what are my expectations of others? A key component to consider in this, is how many chances do you give people? Is it unlimited, or is it finite? Remember, we are always conditioning other people on how to deal with us.

Duration:00:15:53

Building An Exceptional Team

2/28/2021
As a Sales Leader, I'm often asked what are the most important attributes to identify in people when seeking to build an exceptional team. It's a really interesting & important question, as it goes to the core of the culture that you are going to build and maintain. And culture is everything. In this episode, I provide my thoughts, and would be very interested in what you consider to be important for you, as you seek to build an exceptional team.

Duration:00:17:04

Exceptional Leaders Drive Exceptional Standards

2/25/2021
Leadership is a huge responsibility and also a phenomenal opportunity, and much is expected of us. Some leaders allow the title to be the 'be all and end all' & become 1 dimensional and 1 directional. Others see leadership as an opportunity to unleash potential of their people and achieve outcomes others only dream of. It is these leaders who set and drive exceptional standards, which allows them to become exceptional leaders.

Duration:00:20:16

Hold Strong On Your Value

2/24/2021
When it comes to sales, I see many companies and many sales people being too willing to enter quickly into price discussions & discounting discussions. This is a mistake. We must stand true and hold strong on the value we provide - it is a must for you, for your team, for your business, and ultimately for your customer.

Duration:00:19:07

One Of The Best Investments You’ll Ever Make

2/23/2021
As a leader, culture is everything. So many leaders speak about the importance of strategy, & yes, strategy is important. But, if a positive & high performing culture is not created & made a priority, the best laid strategy will fail. How often do you invest in your team, to bring them together & really invest in their development and the development of that high forming culture? I guarantee, it is one of the best investments you'll ever make.

Duration:00:17:09

Building Your Leadership Awareness

2/22/2021
To build a sustainably successful and high performing team, there are many levers the leader can use. A critical lever is leadership awareness - being conscious of the team's key characteristics, strengths & blind spots & utilising these areas for best advantage. There are 3 key elements to leadership awareness that is covered in today's episode.

Duration:00:10:08

Interview With Frank Grillo

2/18/2021
In today's episode, I had the privilege of having a great conversation with Frank Grillo, an Exceptional Sales Leader who has built a very successful career in the building and real estate industry. We discussed all things sales leadership, what challenges we face as sales leaders, making the transition from sales person to sales leader, and what it takes to be exceptional.

Duration:00:44:24

Embrace Your Incompleteness!!

2/17/2021
Leadership is a journey, an opportunity to constantly learn, discover and develop. What's really interesting though is that many leaders believe they have 'made it' when they receive the leadership title, and often will wear a 'mask' or put up a facade and pretend to be someone who they are not. They do not want to be perceived as being weak or lacking in certain areas. This is wrong. Great leaders do not wear a mask. They are there for all to see, warts and all - they embrace their...

Duration:00:12:02

Become A Principled Negotiator

2/17/2021
I firmly believe that a key to successful outcomes in negotiations is to be a person of principle, a person who seeks to create win/win outcomes. Yes, we will often need to negotiate with people and organisations that seek win/lose, however if we can understand and implement 4 key principles, we can create an environment that allows us to develop mutually beneficial outcomes, or at least move towards that.

Duration:00:17:12

Always Start With The End In Mind

2/15/2021
Achieving exceptional and sustainable results is 100% possible for any sales team, and we must begin with the end in mind. Being crystal clear on what success looks like. Once this is clear, our focus must then switch to the environment that we want to establish as a leader that will underpin this success. This is where the rubber really hits the road and it is what separates exceptional teams from everyone else.

Duration:00:17:53

How You Do The Small Things Is How You Do Everything

2/14/2021
As leaders, we must be aware that we are being watched like a hawk. We must 'Be' the Model of Excellence that we want to see in our team that will lead to exceptional and sustainable results. One way to do this well is to focus on doing the small things exceptionally well, as it is the strategy behind the activity which will develop higher levels of competency.

Duration:00:12:38

Role Model To Build An Exceptional Culture

2/12/2021
Leadership is not easy and it is certainly not for everyone. It comes with huge responsibility, and for some leaders, they make the decision to move back into an individual contributor role. For the leaders that stick with it, it is critically important that they first identify and then role model specific behaviours, principles and attributes that will underpin an exceptional culture. In this episode I discuss 6 of those principles.

Duration:00:16:04

Becoming A Pitching Champion

2/11/2021
If there is one thing that sales leaders and their teams must get good at - it's pitching. Pitching ideas, products, services or concepts. Unfortunately though, many leave pitching to chance, and 'wing it', relying on their 'charisma' to carry the message - and often wonder why they are not getting consistent results. There are some specific tactics to utilise to increase confidence and also competence, and move us closer to being a pitching champion.

Duration:00:17:08

Be Courageous & Have The Conversation

2/10/2021
One of the challenges that many leaders face is having the difficult conversation with a team member. And often, the leader will avoid having the conversation, hoping that the behaviour or attitude will miraculously change on its own. This very rarely happens - the leader must develop the muscle of courage and lean in to have the conversation, when the conversation needs to happen.

Duration:00:21:31

Your Leadership Standards Must Be Uncompromising

2/8/2021
One of the mistakes many leaders make is they are not crystal clear on their leadership standards, or their standards are quite malleable and often change. When this happens, it is quite difficult for the leader to build and maintain credibility, which ultimately impacts the level of trust their people have in them, and therefore the results are not where they could be, nor where they should be. As leaders, our leadership standards must be uncompromising.

Duration:00:16:10

Your Team Is A Reflection Of You

2/7/2021
Many leaders grapple with this concept, and either don't understand it or don't accept it. However, the truth is, your team is and always will be a reflection of you, and it applies to every aspect - whether it be planning, tactics, strategy, behaviours or attitude. So the question we need to ask ourself as a leader is this - 'am I being the Model of Excellence that I want to see in my team?'

Duration:00:12:48

Tune In To Your Energy Cycle

2/4/2021
Demands on leaders are greater today than they have ever been - there is so much information bombarding leaders and the expectations placed upon them continue to rise. This is why it is so important for us to be aware of our energy cycles so that we are able to either maintain our productivity levels, or boost them, without burning out.

Duration:00:20:23

Exceptional Performers Surround Themselves With Great Coaches

2/3/2021
Elite performers in any endeavour, whether it be sport, entertainment or business, have a couple of things in common - they are not satisfied with their current level of performance, irrespective of how 'successful' they are - there is always another level to get to. And they all surround themselves with great coaches and mentors. If you want to be elite, doesn't it make sense to also surround yourself with great coaches and mentors?

Duration:00:25:02

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