13 episodes

We've lined up for you some of the smartest movers and shakers in sales leadership to share their formulas for success and the tricks of the trade. The Field Sales Leadership Guide podcast discusses with experienced and successful sales leaders what works and what doesn't in the sales profession. Listen in as we tap into high performing sales leaders and their passion for field sales. Join us as we pull back the curtain giving you actionable insights and strategies that you can use with your sales team.

Field Sales Leadership Guide Map My Customers

    • Business
    • 5.0 • 1 Rating

We've lined up for you some of the smartest movers and shakers in sales leadership to share their formulas for success and the tricks of the trade. The Field Sales Leadership Guide podcast discusses with experienced and successful sales leaders what works and what doesn't in the sales profession. Listen in as we tap into high performing sales leaders and their passion for field sales. Join us as we pull back the curtain giving you actionable insights and strategies that you can use with your sales team.

    Building a sales process from the ground up with Luke Wittenbraker

    Building a sales process from the ground up with Luke Wittenbraker

    In this episode, JT and Mary are joined by Luke Wittenbraker who discusses his experience as the son of the boss and Sales Director at Mactech. 
    Luke talks about his journey from marketer to salesperson to sales leader at the family business. He explains how he had to adapt to his role and the dynamics of being a young sales director in a team of older salespeople. 

    Luke emphasizes the importance of understanding the pain points of the sales team and developing a process that everyone can succeed at. Luke describes how he studied and documented their sales process, consolidating the different approaches into one cohesive strategy. He believes in sharing what works for one person and spreading it across the team rather than letting everyone operate in silos.
    Luke also discusses his approach to earning respect and building relationships with his team. He mentions his background of working in the company during summers, which helped him gain some respect within the manufacturing organization.

    We hope you enjoy listening as much as we enjoyed recording!

    Follow Luke on LinkedIn: https://www.linkedin.com/in/luke-wittenbraker-2bb5368/

    • 42 min
    Leveraging a CRM for better customer engagement at Thibaut Design – Episode 011

    Leveraging a CRM for better customer engagement at Thibaut Design – Episode 011

    Choosing the right CRM for the business is an important decision. When the right CRM tool is chosen, sales reps gain valuable insights and are more productive than without it. When reps are seeing this kind of value from the CRM, leaders can glean invaluable data from it. Andrea Eckberg evaluated and adopted Thibaut Design’s first CRM, and her team is thrilled with the lead generation opportunity, account segmentation capabilities and efficiency of planning. 
     
    “Ultimately, what we found is a CRM, especially one as simple to use as Map My Customers, gives our reps time back in their day. Anyone who's been in sales knows that the most valuable thing we have is time, and we never have enough of it. So, to be able to give back some time during the day to help make our team more efficient to help their ability in the market to make quick decisions to be in the right place at the right time with the right information at their fingertips,” says Andrea Eckberg from Thibaut Design.


    Learn about Andrea Eckberg’s approach to adopting a new CRM and the value it has brought to her team. Discover the role their CRM has played in onboarding new sales reps. 

    About our sponsor
    Follow JT Rimbey on LinkedIn or send a message
    Follow Andrea Eckberg on LinkedIn or send a message

    About the Podcast


    We've lined up for you some of the smartest movers and shakers in sales leadership to share their formulas for success and the tricks of the trade. The Field Sales Leadership Guide podcast discusses with experienced and successful sales leaders what works and what doesn't in the sales profession. Listen in as we tap into high performing sales leaders and their passion for field sales. Join us as we pull back the curtain giving you actionable insights and strategies that you can use with your sales team.

    About the Sponsor


    Traditional CRM aren’t designed with outside sales reps in mind. They're too cumbersome, complex and time consuming and lack mobile-friendly options. Use Map My Customers as the CRM of record or as the tip of the spear for your existing CRM. Designed specifically for outside sales reps, Map My Customers is a mobile-first platform that strategically segments accounts, provides optimized routing and mapping tools, activity logging and much more. Get a free hands-on tour at https://smarturl.it/mmc-trial. 


    Follow Map My Customers
    https://twitter.com/mapmycustomers 
    https://www.facebook.com/mapmycustomers 
    https://www.linkedin.com/company/map-my-customers 

    • 26 min
    Building Relationships and Staying Organized as a Sales Manager with Drew Cline from CONMED – Episode 010

    Building Relationships and Staying Organized as a Sales Manager with Drew Cline from CONMED – Episode 010

    If ever there was a recipe for success as a Sales Manager, Drew Cline has perfected the ingredients and the process. The key ingredients are a passion for connecting and building relationships, organization and hard work. While that might not be hugely surprising, Drew is proof that there is no easy button or shortcut to success. Drew’s love of organization and socializing in his personal life mirror his professional life. This career in outside sales is natural to him, but it's still hard, persistent work. The phrase “do what you love” is certainly true in this case.
     
    “Relationships are huge, especially in our industry, but I think it's just my natural instinct to form relationships. I love making friends. I love hosting parties. It's like I treat it just like I do my personal life. I genuinely like getting to know people. So in any of these offices, I was wanting to get to know these people and it's my job to be there. What else do I have to do? You know, it's important to me to be good at my job and be successful. Those relationships are valuable,” says Drew Cline, Capital Sales Manager at CONMED.


    Learn about Drew’s organization, motivation and how he has been a high-performer in his career. Can you use this recipe for success to be successful in your role as a sales rep? 
    About our sponsor


    Follow JT Rimbey on LinkedIn or send a message


    Follow Drew Cline on LinkedIn or send a message

    About the Podcast


    We've lined up for you some of the smartest movers and shakers in sales leadership to share their formulas for success and the tricks of the trade. The Field Sales Leadership Guide podcast discusses with experienced and successful sales leaders what works and what doesn't in the sales profession. Listen in as we tap into high performing sales leaders and their passion for field sales. Join us as we pull back the curtain giving you actionable insights and strategies that you can use with your sales team.



    About the Sponsor


    Traditional CRM aren’t designed with outside sales reps in mind. They're too cumbersome, complex and time consuming and lack mobile-friendly options. Use Map My Customers as the CRM of record or as the tip of the spear for your existing CRM. Designed specifically for outside sales reps, Map My Customers is a mobile-first platform that strategically segments accounts, provides optimized routing and mapping tools, activity logging and much more. Get a free hands-on tour at https://smarturl.it/mmc-trial. 


    Follow Map My Customers
    https://twitter.com/mapmycustomers 
    https://www.facebook.com/mapmycustomers 
    https://www.linkedin.com/company/map-my-customers 

    • 20 min
    White Glove Service as a Competitive Advantage with Michelle Shepard from Systel – Episode 009

    White Glove Service as a Competitive Advantage with Michelle Shepard from Systel – Episode 009

    In a highly competitive business, standing out among competitors must be a well-executed strategy. Systel is living and breathing this approach at every interaction with their customers. VP of Sales Michelle Shepard joins to discuss the deep roots of customer service excellence at Systel and how taking care of each other is not only how they service customers, but also how they treat colleagues. This company culture drives revenue, loyalty, staff retention, job satisfaction and a reputation in the industry that just can’t be beat.


    “Customer service is not a one time goal. It's a continued commitment to innovation, quality and attention to detail…We truly are an organization that really takes care of our employees and our customers,” says Michelle Shepard, VP of Sales at Systel.


    Learn how the Systel culture began, how their sales team wins and their use of LinkedIn to sound the trumpets. 


    Follow JT Rimbey on LinkedIn or send a message


    Follow Michelle Shepard on LinkedIn or send a message

    About the Podcast


    We've lined up for you some of the smartest movers and shakers in sales leadership to share their formulas for success and the tricks of the trade. The Field Sales Leadership Guide podcast discusses with experienced and successful sales leaders what works and what doesn't in the sales profession. Listen in as we tap into high performing sales leaders and their passion for field sales. Join us as we pull back the curtain giving you actionable insights and strategies that you can use with your sales team.



    About the Sponsor


    Traditional CRM aren’t designed with outside sales reps in mind. They're too cumbersome, complex and time consuming and lack mobile-friendly options. Use Map My Customers as the CRM of record or as the tip of the spear for your existing CRM. Designed specifically for outside sales reps, Map My Customers is a mobile-first platform that strategically segments accounts, provides optimized routing and mapping tools, activity logging and much more. Get a free hands-on tour at https://smarturl.it/mmc-trial. 


    Follow Map My Customers
    https://twitter.com/mapmycustomers 
    https://www.facebook.com/mapmycustomers 
    https://www.linkedin.com/company/map-my-customers 

    • 24 min
    Partnering with Independent Reps in Medical Device Sales with Brian Schauer at Novastep - Episode 008

    Partnering with Independent Reps in Medical Device Sales with Brian Schauer at Novastep - Episode 008

    Organizations with indirect sales teams are awarded the scalability and flexibility that come with utilizing contract reps and manufacturer’s agents. This common sales model often used by medical device organizations has its pros and cons. Brian Schauer from Novastep shares how indirect sales teams have helped their business thrive. Learn more about how they train, motivate and stay informed with their sales team.


    “The best way to get in with a distributor or independent sales agent is to understand that they are their own business owners. So they're going to obviously want to do what's best for them, and which is going to be successful for their business. What advantages or resources can I provide that business to be successful in their own race?” says Brian Schauer of Novastep.


    Follow JT Rimbey on LinkedIn or send a message


    Follow Brian Schauer on LinkedIn or send a message

    About the Podcast


    We've lined up for you some of the smartest movers and shakers in sales leadership to share their formulas for success and the tricks of the trade. The Field Sales Leadership Guide podcast discusses with experienced and successful sales leaders what works and what doesn't in the sales profession. Listen in as we tap into high performing sales leaders and their passion for field sales. Join us as we pull back the curtain giving you actionable insights and strategies that you can use with your sales team.



    About the Sponsor


    Traditional CRM aren’t designed with outside sales reps in mind. They're too cumbersome, complex and time consuming and lack mobile-friendly options. Use Map My Customers as the CRM of record or as the tip of the spear for your existing CRM. Designed specifically for outside sales reps, Map My Customers is a mobile-first platform that strategically segments accounts, provides optimized routing and mapping tools, activity logging and much more. Get a free hands-on tour at https://smarturl.it/mmc-trial. 


    Follow Map My Customers
    https://twitter.com/mapmycustomers 
    https://www.facebook.com/mapmycustomers 
    https://www.linkedin.com/company/map-my-customers 

    • 27 min
    Account Segmentation and the Educational Sales Cycle with Robbie Lunt from Biodesix - Episode 007

    Account Segmentation and the Educational Sales Cycle with Robbie Lunt from Biodesix - Episode 007

    When a new medical product challenges old ways of diagnosing cancer, sales and marketing teams must collaborate to proliferate the message to many key purchasing influencers in the sales cycle. For lung disease diagnostic company Biodesix, it’s an educational marketing and sales process that asks oncologists and pulmonologists to take a new approach that leads to early diagnosis. Learn how they are deploying teams to spread the word and how segmenting their accounts helps them tackle these untapped markets.


    “So that's really one of the main reasons that we partnered with Map My Customers is that we have this treasure trove of data in Salesforce.com, but we hadn't found a way that we could really translate that into something that the sales team could use while they're on the go,” explains Robbie Lunt, Senior Director of Marketing at Biodesix. “And I'll note that some of our sales reps have fairly big geographies and are visiting different cities in sequence. So, putting that data in a way that they can easily pull it up and get the insights they need to be efficient was really important.”
    Follow JT Rimbey on LinkedIn or send a message


    Follow Robbie Lunt on LinkedIn or send a message

    About the Podcast


    We've lined up for you some of the smartest movers and shakers in sales leadership to share their formulas for success and the tricks of the trade. The Field Sales Leadership Guide podcast discusses with experienced and successful sales leaders what works and what doesn't in the sales profession. Listen in as we tap into high performing sales leaders and their passion for field sales. Join us as we pull back the curtain giving you actionable insights and strategies that you can use with your sales team.



    About the Sponsor


    Traditional CRM aren’t designed with outside sales reps in mind. They're too cumbersome, complex and time consuming and lack mobile-friendly options. Use Map My Customers as the CRM of record or as the tip of the spear for your existing CRM. Designed specifically for outside sales reps, Map My Customers is a mobile-first platform that strategically segments accounts, provides optimized routing and mapping tools, activity logging and much more. Get a free hands-on tour at https://smarturl.it/mmc-trial. 


    Follow Map My Customers
    https://twitter.com/mapmycustomers 
    https://www.facebook.com/mapmycustomers 
    https://www.linkedin.com/company/map-my-customers 

    • 20 min

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