Enterprise Sales Show

Adrian Evans

Why does ESS exist? We know that Enterprise sales professionals will be confronted by some of these scenarios: • You are not fully exploiting your talent • Not been paid appropriately • Smash targets, and then have target increased and territory decreased • Don’t have control of your revenue target and career • Your employer is not investing enough in your personal development • Pressures of work impact the mind and your productivity • Balancing a stressful sales role with a family life is not easy • Social selling is a skill not trained on Why should you trust, Adrian and Rob to solve your Enterprise Sales and career challenges? • Our reason to be – is to facilitate your ‘Inner Hero’ to come out of shell • We care about people and build relationships that last decades • We will shorten your learning curve and take pain out of the process • We are connected… • We do what say going to do…

Episodes

  1. #340 Dan Swift CEO Empire Selling - Sales is a team sport.

    07/27/2022

    #340 Dan Swift CEO Empire Selling - Sales is a team sport.

    Sales is a team sport. People have re-evaluated work and the role they want it to play in their lives, culture and values really matter. Recruitment needs to begin with sharing thought leadership on LinkedIn not suddenly popping up with a hire request. Leaders’ responsibility to create an environment where meaningful conversations occur. Psychological safety vital. It’s what you do when someone makes a mistake that matters. There is only 1 version of Dan Swift. With much therapy over the last ten years, Dan has a superpower of seeing others being vulnerable and able to build a connection. Those leaders who don’t take the mental health of their teams seriously will become irrelevant. When you have a new terrority bring it down to top 10 accounts and ask colleagues who knows any of these people? Sales is a team sport.

    44 min
  2. #339 Part 3 Insights Keith Douglas EVP Mastercard

    05/09/2022

    #339 Part 3 Insights Keith Douglas EVP Mastercard

    The greatest business challenge of our time is How to build diverse teams that deliver successful growth and innovation? One of the most accomplished leaders at achieving this is Keith Douglas. I am thrilled to have Keith back on the Enterprise Sales show. We are connected by our mutual friend Anant Patel. Thank you Anant. Keith is a motivating leader who empowers his people, he ‘get out of their way’ so they can produce their best work. He has consistently created high performing and enjoyable ‘people centred’ cultures. We share similar values including the importance of how you win and not just winning. Keith is an over-achieving commercial EVP, with 20 years+ Payment industry experience. He was until recently responsible for driving forward key growth area of e-commerce (Mastercard Payment Gateway Services) he had a team of over 400 talented people across the globe. Keith welcome and congratulations on your new role as EVP for Open Banking International. “Grateful to Anant Patel for our introduction, it has been a very fruitful and valuable partnership.” As a change maker, You believe “Together is always better” how do you approach enabling your team to believe in their ‘unseen’ capability and embrace challenging situations? The first part is to give them more belief in themselves than they currently have. Combine your values with theirs to give your team a difference and nothing cannot achieve together. Embedded in four of principles is Together is always better: Strive to help each other. Encourage and embrace diversity of thought. Candid conversations and collaboration. Celebrate success and failure together. Trust in the team vital – build safety to have candid conversations that are fair and caring. My father has had the biggest impact on me, he encouraged me to see the opportunity in everything first and then embrace the challenge. Faith “If you think you are beaten, you are If you think you dare not, you don't, If you like to win, but you think you can't It is almost certain you won't. If you think you'll lose, you're lost For out of the world we find, Success begins with a fellow's will It's all in the state of mind. If you think you are outclassed, you are You've got to think high to rise, You've got to be sure of yourself before You can ever win a prize. Life's battles don't always go To the stronger or faster man, But soon or late the man who wins Is the man WHO THINKS HE CAN!” ― Walter D. Wintle

    5 min
  3. #338 Part 2 Insights Keith Douglas EVP Mastercard

    05/06/2022

    #338 Part 2 Insights Keith Douglas EVP Mastercard

    The greatest business challenge of our time is How to build diverse teams that deliver successful growth and innovation? One of the most accomplished leaders at achieving this is Keith Douglas. I am thrilled to have Keith back on the Enterprise Sales show. We are connected by our mutual friend Anant Patel. Thank you Anant. Keith is a motivating leader who empowers his people, he ‘get out of their way’ so they can produce their best work. He has consistently created high performing and enjoyable ‘people centred’ cultures. We share similar values including the importance of how you win and not just winning. Keith is an over-achieving commercial EVP, with 20 years+ Payment industry experience. He was until recently responsible for driving forward key growth area of e-commerce (Mastercard Payment Gateway Services) he had a team of over 400 talented people across the globe. Keith welcome and congratulations on your new role as EVP for Open Banking International. “Grateful to Anant Patel for our introduction, it has been a very fruitful and valuable partnership.” Can we go deeper on your approach to building a team culture centred around aligned values? Culture is a feeling not a thing. Firstly, have to define why we are here and what is to be achieved. Three elements: Sense of belonging Empower team members Feedback 2 way as the leader you have to give, encourage, and provide feedback. A clear vision with a dynamic team culture, let them work it out for themselves, don’t micromanage. Leads to a set of values and agreed behaviours. No effective team culture just happens, needs to be purposeful. It takes time, help and full commitment from all team members. “Had Adrian Evans come in and help shape the culture of my team.” Been tough for new staters who joined in lockdown, Keith admires their ability to adapt and fit in. Zoom only 2d he is at best impact when physically in room with team. “Find ways to connect beyond the task.” You recently shared how “sponsorship equals advocacy”, as a catalyst to further career success, can you explain why this is so vital? Ties back to network, having mentors and advisors. 2-way street, I update them on my progress offer to help on projects outside of day job. If all can win, we raise the tide for all. They can act as a recruiter and help support my next career move. I now sponsor some people who have sponsored me, not a linear process. You have to give to get, invest in relationships consistently.

    7 min
  4. #337 Part 1 Insights Keith Douglas EVP Mastercard

    05/04/2022

    #337 Part 1 Insights Keith Douglas EVP Mastercard

    The greatest business challenge of our time is How to build diverse teams that deliver successful growth and innovation? One of the most accomplished leaders at achieving this is Keith Douglas. I am thrilled to have Keith back on the Enterprise Sales show. We are connected by our mutual friend Anant Patel. Thank you Anant. Keith is a motivating leader who empowers his people, he ‘get out of their way’ so they can produce their best work. He has consistently created high performing and enjoyable ‘people centred’ cultures. We share similar values including the importance of how you win and not just winning. Keith is an over-achieving commercial EVP, with 20 years+ Payment industry experience. He was until recently responsible for driving forward key growth area of e-commerce (Mastercard Payment Gateway Services) he had a team of over 400 talented people across the globe. Keith welcome and congratulations on your new role as EVP for Open Banking International. “Grateful to Anant Patel for our introduction, it has been a very fruitful and valuable partnership.” 1) Last time we spoke you mentioned “The Art of being you” and the awareness of the impact you have on others. How did you build this skill - particularly with creating allies in your peer group? Your job whilst on this planet is to be the best version of you. That brings your edge – values and point of difference. Balance across your IQ EQ DQ = Your What, Your How, Your Why. Arsenal legend: David Rocastle "Remember who you are, what you are, and who you represent!" 2) When you spoke with Rob and I previously you shared the power of your network – how it enabled you to achieve your career success, what advice do you have for our audience to implement such career accelerating behaviour? It’s become part of my everyday being. “My network has certainly helped me be a better version of myself”. How can other help you and how can you help others, that is the thing about a network it’s a 2-way equation, not one sided you have to give and invest to get. “I certainly would not have got to where I have got to without the help of many people. That is the importance of a network” Importance of diversity of thought and action, it brings perspective – which brings better decisions and relationships. Enables better individual and collective impact. Surround yourself with smart people and then - Listen to them. Otherwise, why bother. I think of my network more broadly than the team I work with, the customers and the partners. I think of the people have worked with people continue to work with and introduction like yourself from Anant. I have had 5 major career inflexion points, some examples of those key individuals that have helped me: Steve “Focus on what you want to be and not limited by you are, see what you can be.” Think about possibility not limitation. Marion “Don’t complain - contribute.” Cathy “You have got to stand for something, in life and the workplace.” Be known as the group with exacting, demanding, inspiring set of individuals and impatience, a tall order. Raj “Remember who helped you out whilst others made excuses. “ People you least expect – unless you are curious and want to build a relationship then you won’t see them in a new light. Power of network - people you can go back to and ask for help consistently. Keith defined what is winning? Being bolder, do different.

    7 min
  5. #336 Interview with Wealth Advisor Martin Capel-Smith

    11/25/2021

    #336 Interview with Wealth Advisor Martin Capel-Smith

    #336 Interview with Wealth Advisor Martin Capel-Smith by Adrian Evans

    33 min
  6. #335 Storytelling to win more sales

    11/07/2021

    #335 Storytelling to win more sales

    One of the greatest challenges we have observed for enterprise sales professionals is – How to create an effective message and story to connect the customer pain with your solution. One of the most accomplished people we have seen, first-hand, is Mike Adams. Mike an over-achieving enterprise sales director, with 20 years plus industry experience. He taught himself storytelling on the job and shares this insight with ambitions sales professionals across the globe to craft effective business stories. Thank you, Mike, for taking time out: 1. Can you tell us about your career and how you have successfully moved from Enterprise sales to storytelling to enable other salespeople? 2. We know how important is it to gain executive level buy-in to influence the size and scope of an enterprise deal? How do you create a compelling story for these stakeholders? 3. In your book Seven Stories ever salesperson must tell – you say “recognise you are the guide not the hero” can you tell us more? 4. For our audience struggling between their own story and creating a business story – what are the first steps? 5. What do you wish you knew early on in your career, that you know today? Our purpose is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings. If you want to take your career to the next level, as well as improve your skills in Enterprise Sales, please contact me at adrian@adrianevans.co.uk

    32 min
  7. #334 Interview with Paul Evans Episode 2

    09/06/2021

    #334 Interview with Paul Evans Episode 2

    One of the greatest challenges we have observed is – How to lead people and consistently deliver in the high-pressure environment of technology enterprise sales. One of the most accomplished leaders we have seen, first-hand, is Paul Evans. Paul an over-achieving enterprise sales director, with 20 years plus software industry experience. He is typically brought into an organisation to accelerate revenue growth - this is always achieved by creating high performance and a positive people culture. He has a rare ability to create compelling narratives that connect solutions to decision makers - enabling them to align with key business objectives. He is a stellar relationship builder and thoroughly decent human being. A declaration Paul is a client and we have worked together multiple times. Thank you, Paul, for taking time out: 1. How important is creating psychological safety within your team to delivering high performance? • Paul stated that he believes creating psychological safety is profoundly important, to deliver high perforamnce. • He believes that at its heart Enterprise sales is solving complex problems, we need to be in the place where the highest brain functioning is occurring. • Being creative, innovative, thoughtful, and empathetic to customer needs and relationship is vital. • As humans we are animals and from a biochemical perspective, the more dominant dopamine, oxytocin, and serotonin rather than cortisol – (the stress hormone), the greater the likelihood of problem solving and high performance. • Safety is vital to performance and whilst not easy to achieve in the context of enterprise sales with targets to hit. • Paul sees it as his responsibility to set the tone each day for his team. 2. How do you shift your team’s mindset, so they view large deals as a possibility, then a reality? • This occurs at the intersection between vision of possibilities and successful strategy and execution. • Vision and clarity of what is the contestable market share for this account for this market? • What would this deal/account look like at its largest? • Then the hard yards – Paul proactively coaching his team through these stages... Our purpose is to enable SaaS Sales Professionals to achieve their potential through the power of life-enhancing connections, shared experiences, and collaborative learnings. If you want to take your career to the next level, as well as improve your skills in Enterprise Sales, please contact me at adrian@adrianevans.co.uk

    46 min
  • 7 Episodes

About

Why does ESS exist? We know that Enterprise sales professionals will be confronted by some of these scenarios: • You are not fully exploiting your talent • Not been paid appropriately • Smash targets, and then have target increased and territory decreased • Don’t have control of your revenue target and career • Your employer is not investing enough in your personal development • Pressures of work impact the mind and your productivity • Balancing a stressful sales role with a family life is not easy • Social selling is a skill not trained on Why should you trust, Adrian and Rob to solve your Enterprise Sales and career challenges? • Our reason to be – is to facilitate your ‘Inner Hero’ to come out of shell • We care about people and build relationships that last decades • We will shorten your learning curve and take pain out of the process • We are connected… • We do what say going to do…

Information

  • Creator
    Adrian Evans
  • Years Active
    2018 - 2022
  • Episodes
    7
  • Rating
    Clean
  • Copyright
    © All rights reserved
  • Show Website
    Enterprise Sales Show