Episode Archive
52 episodes of Purpose-Driven Sales - A Sales Leadership Podcast since the first episode, which aired on April 30th, 2020.
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Episode 40: Sales Conferences: To Attend or Not To Attend
February 4th, 2021 | Season 2 | 22 mins 52 secs
business, entrepreneur, entrepreneurship, sales
Sales conferences can be great opportunities to meet new prospects, vendors, and get the word out about your brand and the services and products that you offer. But conferences are often packed with many social distractions, and opportunities to lose sight of the overall company goal. In this episode we discuss conferences, the pro's and con's and useful tips your organization can take for a successful sales conference trip.
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Episode 39: Maintaining A Culture of Urgency and Accuracy During Review
January 28th, 2021 | Season 2 | 18 mins 29 secs
business, entrepreneur, entrepreneurship, sales
There's a balance to strike when sending documents and proposals quickly, and getting them in the clients hand as soon as possibly, but with as few mistakes and errors as possible. In this episode we discuss urgency and accuracy and methods to boost team productivity, performance, and overall accuracy in the review process.
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Episode 38: Relationship Building with Events and Virtual Meetings
January 21st, 2021 | Season 2 | 19 mins 53 secs
business, entrepreneur, entrepreneurship, sales
In todays age of remote meeting, and living in a post-Covid world, it's important to utilize networking events and virtual meetings to the best of your potential. In this episode we discuss how to build relationships with events and virtual meetings during today's time.
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Episode 37: Sales Emails, Proposals & Generational Challenges
January 14th, 2021 | Season 2 | 23 mins 34 secs
business, entrepreneur, entrepreneurship, sales
Choosing words that express the right tone and emotion with clarity and brevity is an important part of communicating with clients. In this episode we discuss important need to knows for your sales teams emails, sales proposals, and even touch on some of the generational changes that we've seen recently.
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Episode 36: Carving Out Sales Territories and Niching Down
January 7th, 2021 | Season 2 | 20 mins 58 secs
business, entrepreneur, entrepreneurship, sales
Organic growth can develop a need to revisit your organization's written territory plan. In this episode, we talk about tips to improve territory performance, discuss the methodologies used by different business types and sizes, and the importance of community effectiveness and niching down.
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Episode 35: Leading Through Uncertainty
December 31st, 2020 | Season 2 | 22 mins 24 secs
business, entrepreneur, entrepreneurship, sales
This year has presented many challenges, both on an individual and professional level. For the sales leader, one of those challenges is leading through uncertainty, but the path isn't always clear. In this episode, we talk about the difficulties leaders face during disruptive times and discuss what you can do to inspire your sales reps to forge ahead despite the uncertainty, building a stronger, more reslient team in the process.
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Episode 34: Maximizing Revenue per Sales Rep
December 24th, 2020 | Season 2 | 23 mins 46 secs
business, entrepreneur, entrepreneurship, sales
Increasing the revenue your sales team generates is not about increasing the number of sales reps, but more about optimizing their effectiveness so that you can maximize the revenue per sales rep. In this episode, we challenge some of the entrenched methods of increasing revenue from your sales team and discuss ways you, the sales leader, can more effectively use the resources you have.
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Episode 33: Your Sales Pipeline: A Realistic View
December 17th, 2020 | Season 2 | 23 mins 37 secs
business, entrepreneur, entrepreneurship, sales
Knowing where your prospects are in your sales pipeline gives you valuable insight as a sales leader, but that perspective is only as reliable as the data that goes into it. How do you ensure your sales reps are uniformly qualifying each stage of a prospect’s journey? In this episode, we dive into some of the reasons the view you have of your sales pipeline may not be as accurate as it should be, and talk about how to bring that view closer to reality so that you can make better decisions that set your team up for success.
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Episode 32: Understanding the Buyer’s Journey
December 10th, 2020 | Season 2 | 26 mins 19 secs
business, entrepreneur, entrepreneurship, sales
Understanding the wants and needs of your prospects is a critical part of successful sales. If your sales reps don’t connect with a prospect’s pain points, and why your product or service addresses those issues, the likelihood of closing the deal drops significantly. In this episode, we discuss why ensuring that your sales reps understand the buyer’s journey is so important and share ways you can help your sales team have more effective conversations with your prospects that ultimately lead to more sales and happier customers.
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Episode 31: Meeting Discipline
December 3rd, 2020 | Season 2 | 20 mins 41 secs
business, entrepreneur, entrepreneurship, sales
Meetings are a necessary part of a smoothly functioning team, but they often fall short of being as effective as they could be. As a leader, the responsibility of ensuring your team’s meetings contribute to more than detract from productivity is on you. In this episode, we share some of the common reasons team meetings seem to fall by the wayside as well as provide ways to ensure your meetings remain an efficient part of your organization’s sales efforts.
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Episode 30: Helicopter Parent Sales Manager
November 19th, 2020 | Season 2 | 20 mins 38 secs
business, entrepreneur, entrepreneurship, sales
You want your clients and prospects to have the best experience possible, but requiring your sales reps to clear everything through you before delivering creates a bottleneck that stunts growth, both for your organization and for your sales reps. While sales leaders need to serve as a guide for their sales teams and use their experience and knowledge to direct the team’s efforts effectively, the question is, how much involvement is too much? In this episode, we discuss some of the common micromanagement pitfalls that many leaders encounter and share a few remedies that will help you, the sales leader, strike a balance between ensuring the quality of your clients’ experience with your company and giving your team the experience they need to become independent and successful.
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Episode 29: Changing Sales Territories
November 12th, 2020 | Season 2 | 19 mins 30 secs
business, entrepreneur, entrepreneurship, sales
As your business expands, you will find yourself needing to establish relationships in new areas. As a sales leader, the responsibility of putting your sales team up to the task falls on you. What you decide to do, and how you decide to do it, will determine the degree of success, but what considerations should be taken into account? Do you move successful sales reps from an established region to a new one or hire for the new territory? How do you keep your team motivated through the change? In this episode we highlight the merits of different solutions we’ve implemented ourselves to better inform you, the sales leader, so that you may take the appropriate course of action for your organization and successfully launch your business into a new territory.