Building Great Sales Teams

Doug Mitchell
  • 5.0 (54)
  • MANAGEMENT
  • UPDATED SEMIWEEKLY
Building Great Sales Teams

Building a successful sales program is a complex task that requires a deep understanding of recruiting, training and sales systems. On this show, we explore proven methods of scaling your sales program. We also cover the challenges entrepreneurs and sales leaders face and how they overcame them because we believe you have to be a great leader in order to build a great team!

  1. 12/12/2024

    The CheckSammy Launch

    In this episode of 'Building Great Sales Teams,' the host returns after a brief hiatus to introduce an exciting new opportunity with CheckSammy, a leading bulk junk and waste sustainability company. Starting next year, the host will serve as CheckSammy's VP of Direct Sales as the company expands into the D2C market. The episode delves into the mission of the CheckSammy Dealer Program, which aims to help dealers unlock additional profits through eco-friendly services like solar panel recycling and bulk junk disposal. The host discusses various products, case studies, and the significant environmental impact of the program, emphasizing sustainability, empowerment, and profitability. The episode concludes with an invitation for interested listeners to join the dealer program and a preview of upcoming episodes focused on planning for 2025.

    18 min

  2. 11/25/2024

    Mastering the Five Around Strategy for Sales Success

    In this episode, the host shares a proven sales strategy drawn from extensive experience as an AT&T dealer, emphasizing the effectiveness of door-to-door approaches. The episode introduces the 'Five Around Strategy,' a method that leverages proximity to existing installations to significantly increase penetration rates in targeted neighborhoods. The host details how this strategy can be applied across various service industries, such as roofing, HVAC, and more. Practical advice on using technicians and salespeople for executing this strategy, enhancing market penetration, and creating more touchpoints with potential clients is provided. Moreover, the host encourages businesses to use this tactic to micro-target neighborhoods and increase marketing effectiveness, ultimately boosting sales performance.

    33 min

  3. 11/18/2024

    Three Steps to a Shorter Sales Cycle

    In this episode of Building Great Sales Teams, the host discusses three effective steps to shorten your sales cycle. The process involves focusing on different prospecting tools, identifying events that trigger the need for your service, and creating a scalable prospecting module. The host provides insights into leveraging referral partners, refining your sales scripts, and tapping into demographics and events that drive quicker decision-making. Practical examples and strategies are detailed to help listeners implement these techniques to achieve a more efficient sales process.

    17 min

  4. 11/12/2024

    The Big Announcement & Stop Defaulting

    In this episode of 'Building Great Sales Teams,' the host returns after a three-week hiatus to share insights from his consulting experience. He emphasizes the importance of building content passively and provides actionable strategies for sales teams, such as leveraging discovery calls into content. The host discusses the concept of defaulting – relying on talent and abilities instead of structured systems – and its impact on personal and business growth. He shares his transition into a new role as VP of Direct Sales at ChexAM, a sustainability company, and outlines his goals, challenges, and the learning experiences involved. The episode concludes with a fresh commitment to delivering high-quality solo episodes focused on real-time sales strategies and leadership advice.

    32 min

  5. 10/24/2024

    Robb Conlon: Building Success and Community in Podcasting

    In this episode of Building Great Sales Teams, Doug hosts Robb Conlon, successful entrepreneur and podcast host of 'B2B Business Class.' Rob shares his inspiring journey from an HVAC job loss in 2020 to launching 'Recruiting Hell' podcast, aiding job seekers during high unemployment, and eventually founding Westport Studios. Highlighting his top podcasting voice recognition and the personalized service that earned him former clients' loyalty, Robb discusses the significance of focusing on customer and sales representative experiences for business growth. The session explores strategic podcasting for B2B sales and the principles of reciprocity in fostering business relationships. Additionally, Rob emphasizes the importance of community impact, recounting his contributions to local hunger and homelessness efforts, and encourages listeners to make meaningful local contributions regardless of their business success.

    36 min

  6. 10/21/2024

    Stevie Dawn: Be the Shark

    In this episode of the Building Great Sales Teams podcast, recorded live at the Bad Ass Business Summit, Stevie Dawn, a professional speaker and corporate trainer with a Ph.D. in leadership, shares her journey from competitive dancing to becoming an influential entrepreneur. She emphasizes the mantra 'Be the Shark' and the importance of mindset and emotional intelligence in leadership. Discussions touch on the value of reflection for personal growth, strategies for transitioning to paid speaking engagements, and the challenges of managing remote sales teams. Offering practical advice and insights from her extensive experience with over 575 keynotes and 400+ training sessions, Stevie highlights the benefits of owning your unique value and the role of public speaking in professional success and legacy-building.

    24 min

  7. 10/18/2024

    Bernie DeSantis: Transforming Sales Teams and Leadership

    In this special episode recorded at the SCN Badass Business Summit, host Doug welcomes Bernie DeSantis, CEO of Insignia Training Partners. They discuss various impactful topics, including Bernie's personal connection to Movember and mental health advocacy, his work with the American Foundation for Suicide Prevention, and the touching story behind his iconic mustache. The conversation also covers Insignia's collaboration with Ford and the benefits of outsourcing training projects. Additionally, Bernie shares valuable insights on effective training strategies, including the importance of live, instructor-led sessions, follow-up coaching, and comprehensive management training. The episode further explores the challenges and solutions in promoting high performers to leadership roles, Bernie’s vision for Insignia, and his passion for supporting learning professionals. This episode is essential for those involved in sales, training, or organizational development.

    22 min

  8. 10/14/2024

    Donnie Boivin: Building Networking Champions

    In this episode of the Building Great Sales Teams Podcast, the host talks with Donnie Boivin, the founder of Success Champions Networking (SCN), during the Badass Business Summit. Donnie reflects on his journey from organizing his first summit to now running his fifth event. They discuss the growth of SCN, the innovative approach to B2B networking focusing on referral partners, the impact of personal branding, and the strategy behind organizing successful events. Donnie shares insights on scaling the summit, his vision of attracting a larger audience, and his techniques for leveraging influencer panels to maximize engagement, particularly on LinkedIn. The conversation also touches on the importance of comfort and authenticity at networking events, the concept of the 'Synergy Triangle', and the nuances of referral partnerships in B2B compared to B2C markets.

    29 min
See All (321)

Trailers

5
out of 5
54 Ratings

About

Building a successful sales program is a complex task that requires a deep understanding of recruiting, training and sales systems. On this show, we explore proven methods of scaling your sales program. We also cover the challenges entrepreneurs and sales leaders face and how they overcame them because we believe you have to be a great leader in order to build a great team!

Information

You Might Also Like

To listen to explicit episodes, sign in.

Stay up to date with this show

Sign in or sign up to follow shows, save episodes, and get the latest updates.
Select a country or region

Africa, Middle East, and India

Asia Pacific

Europe

Latin America and the Caribbean

The United States and Canada