Call them changemakers. Call them rule breakers. We call them Redefiners. And in this provocative podcast, we explore how daring leaders from across industries and around the globe are redefining their organizations—and themselves—to create extraordinary impact in today’s rapidly changing world. In each episode, Russell Reynolds Associates Leadership Advisor Hoda Tahoun and former CEO Clarke Murphy host engaging, purposeful conversations with leaders in and out of the business world who shar ...
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内容由Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski提供。所有播客内容(包括剧集、图形和播客描述)均由 Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski 或其播客平台合作伙伴直接上传和提供。如果您认为有人在未经您许可的情况下使用您的受版权保护的作品,您可以按照此处概述的流程进行操作https://zh.player.fm/legal。
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221 (Lead) Cloning Your Top Reps by Identifying What Good Looks Like (Kevin "KD" Dorsey)
Manage episode 421084022 series 2782528
内容由Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski提供。所有播客内容(包括剧集、图形和播客描述)均由 Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski 或其播客平台合作伙伴直接上传和提供。如果您认为有人在未经您许可的情况下使用您的受版权保护的作品,您可以按照此处概述的流程进行操作https://zh.player.fm/legal。
FOUR ACTIONABLE TAKEAWAYS
- When working with reps and trying to help them improve, work backwards from what you want to the prospect to say then build what they need to do to get them to say that
- Coach forward vs. backwards, coach to prepare so that future performance will be better and they feel more prepared for actual scenarios approaching
- Have each one "What Great Looks Like" exercise per manager per quarter, pick one metric, find the rep who is the best at that, then diagnose the different behaviours they exhibit to adopt across the rest of your team
- Use the "Four Ds" to roll out WGLL across your team - define what good looks like, document it, demonstrate it with training, and deliberately practice it by scoring reps performing the new tactics on calls
PATH TO PRESIDENT’S CLUB
- SVP of Sales and Partnerships @ Bench Accounting
- Practice Lead, Revenue Leadership @ Winning by Design
- VP of Inside Sales @ PatientPop Inc.
- Head of Sales Enablement & Development @ ServiceTitan
- VP of Sales @ SnackNation
RESOURCES DISCUSSED
- Read: Join our weekly newsletter
- Steal: Templates, drips, scripts
- Watch: How to get an accurate picture of your team's pipeline ft. KD
- Listen: How to build a winning sales team ft. KD
- KD's past episodes:
- Build a Winning Sales Team
- Discovery Part 1
- Discovery Part 2
- Getting Prospects to Agree to Their Problem
378集单集
Manage episode 421084022 series 2782528
内容由Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski提供。所有播客内容(包括剧集、图形和播客描述)均由 Armand Farrokh & Nick Cegelski, Armand Farrokh, and Nick Cegelski 或其播客平台合作伙伴直接上传和提供。如果您认为有人在未经您许可的情况下使用您的受版权保护的作品,您可以按照此处概述的流程进行操作https://zh.player.fm/legal。
FOUR ACTIONABLE TAKEAWAYS
- When working with reps and trying to help them improve, work backwards from what you want to the prospect to say then build what they need to do to get them to say that
- Coach forward vs. backwards, coach to prepare so that future performance will be better and they feel more prepared for actual scenarios approaching
- Have each one "What Great Looks Like" exercise per manager per quarter, pick one metric, find the rep who is the best at that, then diagnose the different behaviours they exhibit to adopt across the rest of your team
- Use the "Four Ds" to roll out WGLL across your team - define what good looks like, document it, demonstrate it with training, and deliberately practice it by scoring reps performing the new tactics on calls
PATH TO PRESIDENT’S CLUB
- SVP of Sales and Partnerships @ Bench Accounting
- Practice Lead, Revenue Leadership @ Winning by Design
- VP of Inside Sales @ PatientPop Inc.
- Head of Sales Enablement & Development @ ServiceTitan
- VP of Sales @ SnackNation
RESOURCES DISCUSSED
- Read: Join our weekly newsletter
- Steal: Templates, drips, scripts
- Watch: How to get an accurate picture of your team's pipeline ft. KD
- Listen: How to build a winning sales team ft. KD
- KD's past episodes:
- Build a Winning Sales Team
- Discovery Part 1
- Discovery Part 2
- Getting Prospects to Agree to Their Problem
378集单集
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