True Confessions of a Sales Leader The Olsen Group

In this episode of “True Confessions of a Sales Leader,” we explore how to create a successful sales team and scale it to grow and perform within the company. 

We’re excited with this episode’s guest, Henry Schuck co-founder, CEO, and Chairman of the Board of ZoomInfo. Henry joins Scott Olsen, founder of the Olsen Group, and Gary Brashear, managing partner of the Olsen Group. 

If you don’t know the story behind ZoomInfo, it’s a great success story. Henry co-founded the company (formerly DiscoverOrg) in 2007 in his law school dorm and has been growing the successful company ever since. Last summer, ZoomInfo became a Nasdaq-listed company and is one of the dominant players in the sales enablement technology space.

Listen in to find out how Henry got on the path to build his sales teams and how he continues to do so today. 

In our first episode of the new season, we tackle a growing problem not only facing sales organizations but entire companies—keeping your team intact.
Our guest is Scott Campbell, Senior VP at Sales at Docker, who has been responsible for ramping up a new sales team in 2021. Scott joins (our own) Scott Olsen, founder of the Olsen Group, and Gary Brashear, managing partner of the Olsen Group. 
You’ve read the headlines about the mass exodus of employees or perhaps you’re struggling to keep or attract a talented sales team. Hired just over a year ago, Scott has been responsible for building a new sales team —90% of the team are new hires. So, how do you attract new talent like this? Listen in as we discuss what Scott has accomplished and how to implement your own changes to recruit sales rock stars. 

Welcome to our new segment, Sales Leader Q&A with Dr. Ruff. 

These are short segments with our sales coaching expert, Dr. Richard Ruff, where we provide quick and actionable tips that you can take and implement with your sales team right away.

Our seventh segment focuses on how buyers are going through a period of change, and sales people need to adapt to this change. Now more then ever, circumstances are often out of a salesperson's control that cause a deal not to close. But sometimes having inaction during these times is the cause, and should be remedied by having a explicit conversation with the client on customer at the right time, before it's too late.

Welcome to our new segment, Sales Leader Q&A with Dr. Ruff. 

These are short segments with our sales coaching expert, Dr. Richard Ruff, where we provide quick and actionable tips that you can take and implement with your sales team right away.

Our sixth segment focuses on the power of listening in the sales process. The best sales people talk less, and spend time trying to understand the customer's problems and issues first. It's important that sales people and the customer have the same vision of the problem before jumping in with any type of dialogue about a solution.

Welcome to our new segment, Sales Leader Q&A with Dr. Ruff. 

These are short segments with our sales coaching expert, Dr. Richard Ruff, where we provide quick and actionable tips that you can take and implement with your sales team right away.

Our fifth segment focuses on what it means to sell "value". Selling isn't about pitching products, it's about you and the customer finding a shared vision for what the value of the product is for the customer. In this segment, Dr. Ruff discusses two ways that help you and your customer find this shared vision.

Welcome to our new segment, Sales Leader Q&A with Dr. Ruff. 

These are short segments with our sales coaching expert, Dr. Richard Ruff, where we provide quick and actionable tips that you can take and implement with your sales team right away.

Our fourth segment focuses on why focusing on your salesperson's strengths are the perfect gateway to  coaching their deficiencies. By providing compliments and acknowledging the persons strengths, it makes critical remarks palatable, and more importantly increases the chances that the coaching direction is actually heard and implemented by your salespeople.