I’ve added Life Coaching to the ISbD offerings set and am doing that leveraging the resources of a company called Optavia.
We’re launching a 28 Day New Year New You Healthy Lifestyle Challenge in early January; here’s the link to register – in case you’re interested.
Sign up today and book time with me. And when we chat, I’ll share a little of my story as to why I engaged with my coach and the benefits so far so you can make a decision for yourself.
Bootstrap Success: Startup and Small Business Growth Strategies to Accelerate and Scale Revenue.
Register today for the SalesClass LIVE Session on Monday, October, 26th at 10:30am PST. Register here.
Founders and Executives, if you’re ready to learn how to efficiently grow your business during today’s environment this is the event you need to attend.
Led by Jeremy Imlach, Co-Founder and CEO of Argona Partners, a leading consulting firm in growth and executive strategy, discover insights such as:
1. Adapting to an Entrepreneurs environment; how flexibility and agility are key to seizing the right opportunities.
2. Nurture skillsets vs. Tactical skillsets; learn the differences and the key situations to utilize each.
3. Thinking outside of the box / Bootstrap sales and marketing, and more. Creativity is key, and without diversity, no business can thrive.
Whether you’re starting from step zero or ready for the next Series of Funding, explore and participate in an event that discovers how to utilize existing resources to quickly generate traction for your business. Learn about using lean and Agile methods in order to adapt to the right opportunities, build the right teams, increase your exposure and scale your revenue and impact.
Register today for the SalesClass LIVE Session on Monday, October, 26th at 10:30am PST. Register here.
Which processing method are you? Be sure to recognize and then double-down on your processing power.
Action: Recommend and LOVE User Guides. A little 3×5 card or add it next to your name in your Zoom name – Talker or Doer. Helps everyone level set expectations.
Hello! We have two special treats for everyone! We’ve unlocked our first two SalesClass LIVE sessions for everyone. More info below and be sure to register today!
The first is Great Demo with Peter Cohan on Friday, August 21st at 10am PST. What would it mean to your team and business if your demo conversation rates increased by 10, 20 or even 30%. What would it mean for your customers and reputation if your reps delivered more impactful demos? More below and register here – https://zoom.us/meeting/register/tJcodO2urjsrHNyptV6aC6Yu-Wml_rQcNsPQ
Take away: Surprisingly Effective Software Demonstrations
Top 3 things the audience will take away by attending this SalesClass LIVE session:
1 Uncover the key discovery information needed to deliver successful demonstrations
2 Learn a novel, validated approach to delivering software demonstrations
3 Explore 7 Key Habits that will make your demos surprisingly compelling
The second is Coaching High Performers with Charles Fellingham on Monday, August 24th at 10am PST. Coaching our high performers is something we should always focus on and this is now more important than ever. More below and register here – https://zoom.us/meeting/register/tJAtcOypqDouGtYjjvusft2dP2PzNFoVogBq
Top 3 things the audience will take away by attending this SalesClass LIVE session:
1 Learn a universal coaching conversation process that professional coaches use
2 Learn to tailor the conversation to high performing salespeople to increase their results
3 Practice using the model to prepare for an upcoming coaching event
Contact me with any questions and see you soon!
This article is a recap of my interview with Gabe Larsen of InsideSales.com, which originally appeared on the Playmaker podcast back in February.
Inside sales is an overnight sensation 30 years in the making. Modern inside sales leaders have the ability to combat ambiguity and take smart, decisive action to steer their team to new heights.
Today, I’m pleased to share my interview with InsideSales.com’s VP Growth Gabe Larsen. Gabe and I discussed the essence of great inside sales leadership, how it manifests, and how to summon it in your sales organization. Listen below!
Focus on the ‘what’ instead of the ‘how’. From a day-to-day perspective, you are hiring and working with adults. You are legally allowed to do anything within reason – so don’t be afraid to do whatever it takes to hit your KPIs.
Leadership is somebody who does what needs to be done, regardless of title or deed. Titles carry expectations – but it’s possible to transcend those expectations and do whatever is necessary to succeed.
You may have someone on your team that serves as the de facto leader versus the title leader, because he or she is better at resolving issues and answering questions.
There’s also the important component of delegation – no one is going to be good at everything. As the leader of a team, it’s important to know your strengths and weaknesses.
If there’s someone on my team who is most effective at messaging, he or she should be properly coached to lead the team on messaging. Don’t let perfection impede the way of progress.
Regarding general best principles, it’s important to focus on the “what” not the “how.” What you have to do doesn’t change. How it gets done can be variable.
The answer is both. Folks who get promoted to sales leadership roles make it there for a reason. There are certain characteristics they have that make people want to follow them.
You can write a User Manual about you – for yourself and for others, where you call out the best ways to communicate with you, show your strengths and weaknesses, and be vulnerable without expressing fear.
For better or worse, the “Doers” who take decisive action, communicate transparently, and act confidently tend to earn sales leadership positions.
However, that can sometimes backfire at the sales leadership role. You may need a coach who is more of a “Feeler” and has strong empathy and the ability to motivate and lead others.
When looking for a role, always emphasize culture-fit. Understand that people are different, and that you need to find the right role with the right team and the right boss.
If you’re being offered a new role, make sure you can “talk the talk” and “walk the walk.” Just because the role would be a promotion does not mean it’s the right role for you at the time.
To help in these scenarios, I recommend having a personal advisory board to give you candid feedback on what you should and should not do.
Need a new game plan to equip and enable your inside sales organization?
Schedule a consultation with me today to discuss how we can optimize your sales organization to drive revenue growth, connect with me on LinkedIn and check out my video blog series for more great insights on leading your inside sales organization.
Reaction
As leaders, we do not have the luxury of reacting. We MUST chose an appropriate response in any situation.
Ergo, we must continually build our skill set and experience set to know how to appropriately handle situations with our teams, peers, bosses, etc.
A reaction from us is because something is happening to us. Remember the example I used in the video with my son.
When we respond, we are making a conscious choice in our return. Not a gut-level reaction.
Let’s go back to physics, Newton’s third law to be specific: For every action, there is an equal and opposite reaction. This means there are multiple forces exerted on something (typically us) at any given moment.
The beauty of this is, as humans, we have a choice in how we respond to being yelled at, cut off in traffic, a team member quitting, a team member doing really well, someone gossiping about us, someone giving us praise….
Resources:
Action tip of the day: what do you do in situations that may push you to a reaction? How do you stay calm, think, and choose an appropriate response?
Come up with those responses, document them, write them on a 3×5 card memorize them, commit the actions to memory, exercise your responses like a muscle so that as situations come up, you’re prepared.
Here are two of my personal favorites:
Please share your favorite response phrases so we’re all equipped as leaders to respond appropriately in the situations that come up in our lives.
Dionne is a 20 year sales veteran having built and scaled Inside Sales team from the ground up. She started her own firm, Inside Sales by Design, to work with companies wanting to build their Inside Sales Teams right the first time and transform their current Inside Sales Team into something greater. Dionne believes in and uses common sense, practical approaches to inspire leaders and teams to greatness.