1 hr 5 min

157. Bruce Fador | Ready to Grow: Strategies for Aligning and Amplifying Your Sales Culture, Process and Outcomes Leadership Junkies Podcast

    • Business

Are you consistently achieving your sales and growth goals and objectives? Do you want to improve your sales process and sales outcomes? Do you want to accelerate your sales culture and growth?
 
Our special guest Bruce Fador answers these and other questions about leadership, sales management, sales and sales processes.
 
Bruce Fador is the Founder and Managing Partner of Fador Global Consulting Group, a consulting and advisory firm helping companies develop and execute strategies that accelerate their next growth phase. Bruce leverages his 30 years of experience in leadership and senior operational positions in services-focused firms to deliver unmatched results for his clients.
 
Before devoting complete focus and energy to FGCG, Bruce held several chief executive officer positions, including serving as CEO of Thomson First Call. Under his leadership and guidance, Thomson First Call’s core revenues soared from $18M to $120M. Bruce later built strategic alliances within other Thomson divisions, driving an additional $80M in revenue.
 
Throughout his career, Bruce has served as a Board member, strategic advisor or consultant to numerous leading capital markets, research and FinTech firms. Bruce is a Boston College graduate and later participated in the Insead Executive Management program in Fontainebleau, France.
 
The Leadership Junkies Podcast is brought to you by Cardivera.com.
Show Notes
Episode highlights…

Sales and marketing must collaborate to succeed

Understanding the difference between marketing activity and lead generation

The difference between marketing and sales

Selling as a trusted advisor and based upon a relationship (the end of cold calls)

The impact of unrealistic organizational expectations in sales

Reasons to have sales leaders in your C-level conversations and strategy sessions

The trouble with micromanagement in sales and sales management

Why most sales people fail to meet goals (and why it’s acceptable)

The role of market size in setting sales goals and objectives

Role of trust issues with your sales disconnections and failures

Getting past the distrust of sales people inside an organization

Understanding the disconnection between a relationship approach in sales versus a desire for quick hits

Getting the right kind of sales person for your business and “product”

Pros and cons of using centers of influence in your sales efforts

Roles of culture and incentivized compensation in your sales and growth strategies

Realities and impacts of CEO compensation

What it takes to be a great CEO

Resources:

Bruce Fador (info@fadorglobal.com)


Fador Global Website

The Leadership Junkies Podcast

Cardivera


Learn more about your ad choices. Visit megaphone.fm/adchoices

Are you consistently achieving your sales and growth goals and objectives? Do you want to improve your sales process and sales outcomes? Do you want to accelerate your sales culture and growth?
 
Our special guest Bruce Fador answers these and other questions about leadership, sales management, sales and sales processes.
 
Bruce Fador is the Founder and Managing Partner of Fador Global Consulting Group, a consulting and advisory firm helping companies develop and execute strategies that accelerate their next growth phase. Bruce leverages his 30 years of experience in leadership and senior operational positions in services-focused firms to deliver unmatched results for his clients.
 
Before devoting complete focus and energy to FGCG, Bruce held several chief executive officer positions, including serving as CEO of Thomson First Call. Under his leadership and guidance, Thomson First Call’s core revenues soared from $18M to $120M. Bruce later built strategic alliances within other Thomson divisions, driving an additional $80M in revenue.
 
Throughout his career, Bruce has served as a Board member, strategic advisor or consultant to numerous leading capital markets, research and FinTech firms. Bruce is a Boston College graduate and later participated in the Insead Executive Management program in Fontainebleau, France.
 
The Leadership Junkies Podcast is brought to you by Cardivera.com.
Show Notes
Episode highlights…

Sales and marketing must collaborate to succeed

Understanding the difference between marketing activity and lead generation

The difference between marketing and sales

Selling as a trusted advisor and based upon a relationship (the end of cold calls)

The impact of unrealistic organizational expectations in sales

Reasons to have sales leaders in your C-level conversations and strategy sessions

The trouble with micromanagement in sales and sales management

Why most sales people fail to meet goals (and why it’s acceptable)

The role of market size in setting sales goals and objectives

Role of trust issues with your sales disconnections and failures

Getting past the distrust of sales people inside an organization

Understanding the disconnection between a relationship approach in sales versus a desire for quick hits

Getting the right kind of sales person for your business and “product”

Pros and cons of using centers of influence in your sales efforts

Roles of culture and incentivized compensation in your sales and growth strategies

Realities and impacts of CEO compensation

What it takes to be a great CEO

Resources:

Bruce Fador (info@fadorglobal.com)


Fador Global Website

The Leadership Junkies Podcast

Cardivera


Learn more about your ad choices. Visit megaphone.fm/adchoices

1 hr 5 min

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