Josh Sweeney and Taylor Barnes discuss the challenges of sales leadership while sharing ideas, solutions, and experiences.
Episode 52: Sales and Marketing Alignment
This episode talks about another challenge for leaders: deals don’t flow correctly when sales and marketing aren’t aligned. Sweeney and Barnes will talk about the reasons why there is no alignment between sales and marketing teams. They will also include the solutions to handle this challenge.
Alignment in teams is necessary for an organization to share a common goal to achieve enormous success, especially in sales companies. However, there are times that this alignment gets out of tune. Misalignment is where problems come in and becomes a challenge for leaders.
In this episode, Sweeney and Barnes discuss why misalignments happen in organizations, particularly between sales and marketing teams. This episode will enlighten leaders on the possible reasons why this happens and gives brilliant ideas for leaders to bring the alignment back.
As a sales leader, what are you doing to break down the sales and marketing silos?
“Communication involvement has to happen, and you, kind of, have to walk in somebody else’s shoes to know what is going on.” - Josh Sweeney
“Sales needs to make sure that marketing knows what’s relevant out there. And no one’s going to know that better than sales and sales leaders.” - Taylor Barnes
“Aligning marketing with revenue really facilitates different conversations that help everybody.” - Josh Sweeney
“As sales leaders, you must get with marketing because us, sitting here saying those leads suck, those are not good enough, that’s not helping us.” - Taylor Barnes
Episode 51: Multiple Personality Disorder in Sales
This episode talks about another challenge that leaders most likely encounter, managing salespeople with multiple personalities. Sweeney and Barnes will talk about the reasons why leaders fail to manage the emotional spurs of salespeople. They will also include the solutions to handle this challenge.
There are a lot of situations going on in sales companies. These situations bring out multiple emotions from salespeople that may influence the way they act. And these emotions may be unnoticed, which is why leaders miss to actively manage how they feel and express their emotions at work, especially in stressful times.
In this episode, Sweeney and Barnes discuss why salespeople bring out multiple personalities at work in letting their emotions out when facing high-low situations. They will also discuss helpful tips to handle these situations to help leaders manage emotions in the workplace and their impact. This episode is full of helpful information for sales leaders as they tackle daily emotional encounters in the workplace.
As a sales leader, what are you doing to recognize when a second personality shows itself? How are you managing it?
“Sales is a high-low game.” - Taylor Barnes
“I sit down with employees and say you need to know your goals so that I can help you achieve your goals at work and in life.” - Josh Sweeney
“If as a sales leader, you are not aware of your salespeople’s motivations, then it’s gonna be pretty tough for you to get the most out of them. If your heart's not in it, how can you expect your head to be in it.” - Taylor Barnes
“You can’t believe your own hype when you’re doing great and you can’t lose your shit when you’re doing terrible.” - Tim Grover
Episode 50: Sales Negotiation and Closing the Deal
This episode talks about sales reps often getting beat up on price by clients and the reasons behind it. Also, in the discussion are ways to handle it or get away from the situation where they get beaten up.
For sales companies, people try to get the best out of what they are buying and tend to get sales reps beat up on price more often than not. It is the responsibility of the leader to train sales reps on how to deal with this situation, how to be proactive, and make sure that they are not beaten up by price. All these provide value to the service offered that often costs money.
In this episode, Sweeney and Barnes will discuss the reasons why sales reps often experience getting beat up to a lower price. They will also talk about ways to handle it to make a pricing advantage for sales reps. Also, they will share some hacks that will surely benefit sales companies. This episode will surely come in handy for most of the sales leaders who often experience having their sales reps getting beaten up by price.
As a sales leader, how are you helping your sales reps sell value instead of price?
“Sell on the value. I don’t sell engineering rates. I don't sell little widgets and pieces. I sell a good experience. I sell an end result that’s gonna make everything better for them.” - Taylor Barnes
“If you educate the client in terms of here's why us, here is why other customers chose us, here is some tremendous feedback that we got. Here is an example of not a price of a project that went incredibly well from the result point-of-view because they chose us. Educating the client on WHY YOU. Having a very clear value proposition, having very clear CAN statements in terms of WHY YOU originally. If you lead on that kind of education, you’re going to significantly reduce the painful conversation, which is you’re not the low-cost leader.” - Taylor Barnes
“Identifying a bad fit (customer) and training a rep to know that and move on and utilize that time in other places, I would say is one of the hardest challenges I’ve seen.” - Josh Sweeney
Episode 49: Critical Sales Documents for Deal Conversion
This episode talks about the common critical blockers and documents that go into a deal and some solutions to have those ready for the deal flow.
In the sales business, it is critical to keep the deal flowing throughout the process. Therefore, it is essential to comply with all the formalities. Once done, that is when income flows into the business. The challenge for sales leaders is to know if the sales reps have the critical requirements required to close the deal.
In this episode, Sweeney and Barnes discuss the common critical blockers and documents to comply to get the deal going and seal it. They will also tackle solutions to the issues raised. There is a hefty amount of information you can get out of this episode that will surely benefit sales companies.
As a sales leader, what documents do you need to plan for to convert deals?
“There are a lot of critical documents that you must have to play the big ball game when it comes to responding to somebody’s formal RFPs, RFQs, and RFIs.” - Taylor Barnes
(On having an escrow plan) “Have the plan in place. Have an escrow vendor that you’ve already used, somebody that you already trust and has the escrow documents, cause again those vendors can provide you with some of those documents.” Josh Sweeney
“If writing, and documenting, and putting these repositories together is not a strength of yours, by all means, outsource it. Outsource what you’re not good at is a big name in the game when it comes to being purpose-driven about sales.” - Taylor Barnes
Episode 48: Top Distractions That Harm Sales Close Rates
This episode talks about the top distractions for salespeople that make them lose focus on the right tasks to close enough deals and reasons why salespeople get distracted. Like any other challenge, there are solutions to resolve it. Sweeney and Barnes' will also include the solutions on why these challenges occur.
It is the sales leader’s responsibility to direct the salespeople into doing the right tasks to help them focus and close enough deals. However, there are instances where leaders fail to do so and leave their salespeople in confusion.
In this episode, Sweeney and Barnes discuss why sales leaders tend to lose that sense of guidance. As a result, salespeople lose their focus on what right tasks to do to close more deals. Also included in this episode are the solutions for every reason why it happens.
As a sales leader, what are you doing to remove distractions so that your salespeople can focus on selling?
“There is a line that we have to draw sales leaders out there. If the rep is too involved in things like transition, delivery, problems, issues, changes, where that is a true function of operation, well then the sales reps are gonna get bogged down, and they are not gonna be closing enough deals because they are completely distracted by something else. ” - Taylor Barnes
Episode 47: Top Sales Training Hacks
Every time you try to develop training for your sales folks, you write a playbook, a more challenging role for sales leaders. It is a fact that training your sales representatives is essential, but most of the time, it is elusive due to some factors. In this show, Sweeney and Barnes will discuss why training does not happen and how to make it happen.
Every tick of time is essential for sales leaders because the timing in sales is critical. However, most often, sales leaders tend to miss out on training their sales force. Why is this the case?
In this episode, Sweeney and Barnes will discuss reasons why sales leaders miss to make training for salespeople happen, especially in the fast pace sales companies, and what this implies. They will also talk about solutions to make it happen.
As a sales leader, what are you doing to get reps trained and up to speed quickly?
(on getting salespeople on board without proper training) “The minimum amount of information wasn’t there, and all of a sudden, they don’t know how to answer when they do get a question, or they do not have enough understanding in the organization. So, there is a concept, I think, of slowing down in order to go faster when it comes to training.” - Josh Sweeney
There is a lot of technology out there these days… If you can utilize technologies such as the loom, for instance, well then you can create quick videos over time... and then give the responsibility, maybe, to these individuals to get trained through them, bring them quality questions, and that will significantly decrease the amount manual effort that you are gonna feel and hopefully make a little less daunting.” - Taylor Barnes