BEST Snippet - Ramp Faster: The Blueprint For Successful Sales Onboarding Building Elite Sales Teams podcast

37:48

Summary Lucas Price is joined by Mike Kavanagh, Regional VP of Sales at Zendesk, to discuss the evolution sales teams face in transitioning from selling technical solutions to selling business outcomes. Mike shares insights from his 15 years of experience, including the importance of continuous discovery, multi-threaded selling, and cultivating a learner’s mindset. Learn key strategies for developing business acumen within sales teams, engaging multiple stakeholders, and honing essential sales skills amidst economic shifts. This episode is packed with actionable advice for building and leading elite sales teams in today's challenging market. Take Aways Attitude and Effort : Critical traits for any salesperson that can't be taught but must be inherently possessed. Continuous Learning : Sales is constantly evolving; maintaining a learner's mindset is crucial for long-term success. Effective Discovery : Discovery is an ongoing process, with every interaction deepening the understanding of the client’s needs and priorities. Parallel Sales Process : Avoid linear sales approaches by running parallel processes like legal reviews and technical checks simultaneously to streamline deals. Multi-threading in Sales : Always involve key stakeholders, including finance and IT, early in the sales process to ensure alignment and avoid last-minute deal disruptions. Learn More: https://www.yardstick.team/ Connect with Lucas Price: linkedin.com/in/lucasprice1 Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8Q Connect with Dr. Jim: linkedin.com/in/drjimk Mentioned in this episode: BEST Outro…

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BEST Snippet -Unlocking the Secrets to Hiring Top-Performing Sales Reps - Mike Muhfelder 10:39

34 weeks之前10:39

10:39

Summary Lucas Price and veteran sales leader Mike Muhlfelder discuss strategies for effectively screening sales candidates. Mike shares his experiences and insights from over 30 years in B2B sales. They dive into critical questions to identify top talent, the importance of accountability, and how salespeople can communicate their value. Learn practical tips for navigating the complexities of hiring in the sales field and ensuring candidate-driven success. Join the conversation to enhance your hiring process and build an elite sales team. Take Aways Challenge of Predicting Success: Interviews alone aren't always indicative of a candidate’s future performance in sales roles. Importance of Personal Accountability: It’s crucial to understand if a candidate takes responsibility for their situation or shifts blame when things go awry. Effective Screening Questions: Asking questions to determine a candidate's motivation and their ability to simplify complex topics can provide valuable insights. Role of Context in Job Performance: Changes in comp plans or territories test a salesperson’s resilience and adaptability. Learning from Experience: Mike shares that valuable hiring lessons often arise from dealing with previous hiring mistakes. Learn More: https://www.yardstick.team/ Connect with Lucas Price: linkedin.com/in/lucasprice1 Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8Q Full Episode: https://bit.ly/49auC8O Connect with Dr. Jim: linkedin.com/in/drjimk Mentioned in this episode: BEST Snippet Intro BEST Snippet Outro…

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BEST Snippet - Elevating Sales Teams Through Effective Leadership - Wesleyne Whittaker 11:49

35 weeks之前11:49

11:49

Summary Join Lucas Price as he speaks with Wesleyne Whittaker, founder of Transformed Sales, about developing sales managers into effective leaders and coaches. Wesleyne shares her journey from chemist to sales expert, emphasizing the importance of process-oriented approaches. They discuss common pitfalls in managing front-line leaders, the significance of mindset shifts, and creating individualized coaching plans. The conversation also underscores the need for a culture of continuous learning and the role of upper management in championing change. Take Aways Sales managers often lack essential management and leadership skills as organizations focus more on tactical training for sales reps. Initiating open, honest conversations to identify skill gaps is crucial for creating individualized coaching plans for sales managers. Newly promoted sales managers need a significant mindset shift and should spend their initial period engaging in research and discovery within their teams. Organizations should use data-driven assessments to measure management effectiveness and create customized development programs. Persistence in training and development efforts is key—celebrate small wins to maintain momentum and foster a supportive learning culture. Learn More: https://www.yardstick.team/ Connect with Lucas Price: linkedin.com/in/lucasprice1 Connect with Wesleyne Whittaker: linkedin.com/in/wesleyne Check out the full episode here : https://bit.ly/42cmgM1 Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8Q Connect with Dr. Jim: linkedin.com/in/drjimk Mentioned in this episode: BEST Snippet Outro BEST Snippet Intro…

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BEST Snippet: Sustaining Sales Excellence in a Fast-Paced World - Tracy Linne 11:01

36 weeks之前11:01

11:01

Summary Lucas Price hosts Tracy Lynn, founder of Revenue Motions, to explore how sales teams can thrive despite changing environments. Tracy discuses the importance of prioritizing people, implementing a structured recruiting strategy, and the critical role of fairness and mission alignment in hiring. She highlights how designing a robust people strategy is comparable to creating a go-to-market plan. Lucas reflects on treating the sales team dynamically, considering what each new hire adds to the existing group. Tune in for insights on building adaptive, high-performing sales teams. Take Aways Focus on People: Prioritize people over process and technology to build high-performing sales teams. Long-Term Strategy: Adopt a long-term, marathon mindset for sustainable growth and agile adaptability. Mission Alignment: Ensure that the sales team’s mission is integrated with the company's overarching mission. Fair and Inclusive Hiring: Implement fairness in recruiting to attract and retain top talent and mitigate biases. Continuous Communication: Maintain tight, well-orchestrated communication across teams to support unified objectives. Learn More: https://www.yardstick.team/ Connect with Lucas Price: linkedin.com/in/lucasprice1 Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8Q Full Episode: https://bit.ly/3YS1ZLO Connect with Dr. Jim: linkedin.com/in/drjimk Connect with Tracy Linne : linkedin.com/in/tracy-linne Mentioned in this episode: BEST Snippet Intro BEST Snippet Outro…

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BEST Snippet -Junior AE, Senior AE: The Secret to Seamless Promotions - Joe McNeill 10:54

37 weeks之前10:54

10:54

Summary Lucas Price chats with Joe McNeill, Chief Revenue Officer at Influ2, about building elite sales teams through career development. Joe highlights the challenge of hiring top AE talent in scaling startups, stressing the value of cultivating talent within. He shares insights on fostering a collaborative meritocracy where sharing ideas, even bad ones, is encouraged. Joe also discusses strategies for progressing entry-level employees into impactful sales roles, spotlighting the benefits of incremental responsibilities and mentorship. Tune in to discover how to create a thriving sales culture and develop top performers. Take Aways Hire Smart and Energetic Individuals: Focus on intelligence, energy, and integrity when hiring to ensure a foundation of capable and motivated team members. Encourage Brainstorming: Cultivate a culture where sharing ideas, even bad ones, is welcomed to foster innovation and incremental growth. Development Over Headhunting: It's more resource-efficient for startups to develop internal talent rather than relying on hiring top-performing AE's from outside. Incremental Responsibility: Gradually increase team members' responsibilities to prepare them for advanced roles without overwhelming them. Flexible Career Paths: Respect personal career choices ensuring the team can thrive with both ambitious employees and those content in supportive roles. Learn More: https://www.yardstick.team/ Connect with Lucas Price: linkedin.com/in/lucasprice1 Connect with Joe McNeill: linkedin.com/in/joemcneill Full Episode: https://bit.ly/3Tk73pE Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8Q Connect with Dr. Jim: linkedin.com/in/drjimk Mentioned in this episode: BEST Snippet Outro BEST Snippet Intro…

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BEST Snippet - Mastering Sales Enablement and Continuous Improvement - Brian Weiner 11:59

38 weeks之前11:59

11:59

Summary Lucas Price talks with seasoned sales leader Brian Weiner on building elite sales teams. They dig into crucial aspects like prioritizing people, transparent communication, fostering accountability, and nurturing an inclusive environment. Brian sheds light on evaluating talent, the significance of intellectual curiosity, proactivity, and coachability. They also discuss effective recruitment strategies and promoting internal growth. This episode offers practical insights into achieving ramp-time reductions and methods for maintaining team motivation and engagement. Perfect for those keen on refining their sales team dynamics and leadership approaches. Take Aways People-Centric Leadership: Investing in and supporting your team is crucial for successful scaling and implementing changes. Rigorous Hiring Practices: Understanding the qualities and skills required for roles and ensuring clear communication with recruiting teams. Internal Promotions: Promoting internally can be more effective as internal candidates are familiar with the company culture and processes. Objective Evaluation: Creating and utilizing objective criteria for evaluating candidate suitability and prospects for promotion. Intellectual Curiosity & Proactivity: Seeking team members with a thirst for knowledge, problem-solving skills, and the ability to take initiative. Learn More: https://www.yardstick.team/ Connect with Lucas Price: linkedin.com/in/lucasprice1 Connect with Brian Weiner: linkedin.com/in/brianmweiner Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8Q Connect with Dr. Jim: linkedin.com/in/drjimk Full Episode: https://bit.ly/46L4RKU Mentioned in this episode: BEST Snippet Intro BEST Snippet Outro…

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BEST Snippet - Ramp Faster: The Blueprint for Successful Sales Onboarding 10:56

39 weeks之前10:56

10:56

Summary Lucas Price and Taylor Corr dive into building effective seller onboarding programs at Quantcast, a next-generation demand-side platform (DSP). Taylor, with seven years of sales leadership experience, shares insights on developing concrete and structured onboarding processes, emphasizing the importance of clear benchmarks and real-world sales action from day one. They discuss ideal customer profiles, the significance of understanding sales cycles, and data-driven strategies to expedite rep ramp-up time. Join the conversation to learn how to set new reps on the fast track to success. Find Taylor Corr on LinkedIn for more insights. Take Aways Structured Onboarding Programs : Taylor emphasizes the necessity of a specific and concrete onboarding program with clear, standardized benchmarks for new hires, which removes guesswork and facilitates a smoother ramp-up period. Importance of ICP and Personas : Understanding the Ideal Customer Profile and the Personas marketers target is foundational for new reps. This knowledge allows them to craft relevant messages and navigate sales conversations effectively. Bias to Action : Taylor advocates for a proactive approach where new reps are encouraged to engage in sales activities early on, even if it means stepping out of their comfort zone. Real-life pitches and outbound activities provide invaluable learning experiences. Data-Driven Benchmarks : Building benchmarks based on sales cycle data and close rates ensures that onboarding programs are not only structured but also tailored to set reps up for success from the start. Continuous Learning and Adaptation : An effective onboarding program evolves over time, with continuous adjustments based on collective data and rep feedback to maintain relevance and effectiveness. Learn More: https://www.yardstick.team/ Connect with Lucas Price: linkedin.com/in/lucasprice1 Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8Q Connect with Dr. Jim: linkedin.com/in/drjimk Full Episode: https://bit.ly/46GFN7V Mentioned in this episode: BEST Snippet Outro BEST Snippet Intro…

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BEST Snippet - Work Hard, Play Hard: Crafting a High-Energy Sales Culture 9:52

40 weeks之前9:52

9:52

Summary Lucas Price interviews Dan Dionne, VP of Sales at Review Wave, on building elite sales teams. Dan shares insights from his journey, including his time at CarGurus during its hypergrowth phase. They chat about hiring 'A' players, the balance of fun and accountability in team culture, and the importance of continuous training with real-time call reviews and live battle cards. Dan emphasizes maintaining high energy and clear performance expectations to keep teams motivated and productive. Discover actionable strategies for developing a successful, high-performing sales environment. Take Aways Hire with a Plan : It's crucial to meticulously define the attributes of an 'A' player and stick to this blueprint to avoid bad hires that can impede team performance. Celebrate Wins : Keeping morale high through celebrating small and large victories fosters a productive and engaging work environment. Structured Training : Continuous training and the use of tools like live battle cards are essential for maintaining high performance and adaptability in sales. Maintaining Balance : While promoting a fun and energetic culture is important, maintaining accountability and performance metrics is key to success. Adaptability in Sales : The ability to push through objections and continue probing for solutions is a critical skill for sales success. Learn More: https://www.yardstick.team/ Connect with Lucas Price: linkedin.com/in/lucasprice1 Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8Q Connect with Dr. Jim: linkedin.com/in/drjimk Full Episode: https://bit.ly/49GxDif Mentioned in this episode: BEST Snippet Intro BEST Snippet Outro…

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BEST Snippet - Hiring Stars: How to Build an Elite Sales Team from Scratch - Chip Neal 10:52

41 weeks之前10:52

10:52

Summary Lucas Price sits down with Chip Neal, VP of Sales at Abacus Technology, to explore the art of building elite sales teams. With 35 years of sales leadership experience, Chip emphasizes the importance of identifying exceptional talent, training them to meet high standards, and fostering an environment where they can thrive. Discover how emotional intelligence plays a crucial role in sales and why talent is irreplaceable. Gain insights into Chip's interview strategies and learn from his experiences on recognizing the right person for the right job. Take Aways Finding the Right Talent : Focus on hiring individuals who possess exceptional skills and fill gaps within the team, rather than just mirroring your qualities. Training and Accountability : Provide clear expectations and continuous support to develop a well-rounded and accountable team. Emotional Intelligence : Evaluate candidates’ emotional intelligence through scenario-based questions and role-playing exercises to gauge their ability to handle stress and maintain integrity. Self-awareness in Leadership : Successful leaders must be self-aware, hiring individuals who complement their weaknesses and have the potential to take over their roles. Talent Over Tools : While sales tools and products are important, the innate and learned talents of individuals are paramount in building an elite team. Learn More: https://www.yardstick.team/ Connect with Lucas Price: linkedin.com/in/lucasprice1 Connect with Chip Neal: linkedin.com/in/chip-neal-5211938 Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8Q Full Episode Link: https://podcast.yardstick.team/episode/how-to-avoid-settling-for-mediocre-sales-talent-by-challenging-the-standards/ Connect with Dr. Jim: linkedin.com/in/drjimk Mentioned in this episode: BEST Snippet Intro BEST Snippet Outro…

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BEST Snippet - The Anatomy of a Perfect Sales Hire: Scorecards and Beyond Featuring Kyle Norton 10:20

42 weeks之前10:20

10:20

Summary Lucas Price and Kyle Norton dive into the essentials of building elite sales teams. They discuss Kyle's proven framework for talent acquisition, onboarding, and continuous development. Learn about the significance of scorecards in maintaining hiring consistency, the importance of mindset, skills, and specific knowledge in selecting the right candidates, and how structured evaluation criteria can reduce cognitive bias in hiring. Gain actionable insights that can enhance your ability to build and sustain a high-performing sales team. Take Aways Structured Hiring Process: Using a consistent, pre-determined set of criteria and scorecards for evaluating candidates helps eliminate cognitive biases and improve the quality of hires. Mindset Over Skillset: For early-stage and high-velocity environments, prioritizing mindset traits such as drive and curiosity is often more critical than specific sales experience. Comprehensive Scorecards: Breaking down evaluation into mindset, skills, and specific knowledge ensures comprehensive assessment suited to the company's needs and market. Continuous Development: Regular coaching and development of sales teams are crucial for keeping up with evolving market demands and achieving long-term success. Career Planning: Clear internal career mapping is essential to keep team members engaged and motivated for the long haul. Learn More: https://www.yardstick.team/ Connect with Lucas Price: linkedin.com/in/lucasprice1 Full Episode: https://podcast.yardstick.team/episode/scorecarding-for-success-how-to-build-an-elite-sales-team Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8Q Connect with Dr. Jim: linkedin.com/in/drjimk Mentioned in this episode: BEST Snippet Intro BEST Snippet Outro…

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The Power of Transparency: How to Successfully Navigate Change in Sales Organizations (Best of Series) 24:51

43 weeks之前24:51

24:51

Summary In this episode, Dr. Jim interviews Lucas Price, the founder of Yardstick, about building elite sales teams and effectively communicating change within a sales organization. They discuss the challenges of managing rapid change, the impact of change on sales reps, and strategies for communicating change without losing team members. Lucas shares his experiences as a sales leader and provides insights into how to navigate changes in a sales organization. He emphasizes the importance of transparency, setting the stage for change, and creating a culture of collaboration and trust. Take Aways The only constant in sales is constant change, and sales leaders need to effectively communicate changes to their teams. Early-stage reps are more likely to embrace change and see it as an opportunity for growth and development. As an organization scales, changes can disproportionately affect different groups, and it's important to communicate the reasons behind the changes and the opportunities they present. Building trust and transparency through regular communication and feedback is crucial for successful change management. Account managers and customer success managers should establish strong relationships with customers before communicating price changes, and provide data and reasons for the changes to help customers understand the value. Learn More: https://www.yardstick.team/ Connect with Lucas Price: linkedin.com/in/lucasprice1 Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8Q Connect with Dr. Jim: linkedin.com/in/drjimk Mentioned in this episode: BEST Outro…

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Why Knowing Your Product Differentiators is Crucial for Success 34:41

44 weeks之前34:41

34:41

Summary Lucas Price interviews Pete Scharber on building elite sales teams by honing in on true product differentiators. Pete shares his journey from his early career to sales leadership, emphasizing the importance of honesty in identifying market fits, fostering team camaraderie, aligning compensation with objectives, and navigating tough executive conversations. The episode is rich with insights on authentic leadership, strategic market focus, and boosting sales team morale. Take Aways Honesty and Transparency: Success in sales requires a candid assessment of organizational strengths and weaknesses to determine competitive differentiators. Strategic Focus: Aligning sales efforts with core competencies and long-term strategic goals prevents wasted resources and enhances win rates. Team Dynamics: Building a supportive and motivated sales team hinges on open communication, celebrating wins, and fostering a culture of belief and camaraderie. Effective Compensation Plans: Uncapped and well-aligned compensation plans motivate sales teams to maintain high performance and drive company-wide objectives. Continuous Learning: Learning from both successes and failures, and incorporating these lessons into ongoing strategies, ensures continuous improvement and resilience. Learn More: https://www.yardstick.team/ Connect with Lucas Price: linkedin.com/in/lucasprice1 Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8Q Connect with Dr. Jim: linkedin.com/in/drjimk Mentioned in this episode: BEST Outro…

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From Startup to Exit: Lessons Learned on the Journey to Success (Best of Series) 23:42

45 weeks之前23:42

23:42

Summary In this episode of "Building Elite Sales Teams," Dr. Jim interviews Lucas Price, the founder of Yardstick and former VP of Sales at Zipwhip. Lucas shares his journey of scaling Zipwhip's sales organization from less than a million dollars in ARR to over a hundred million dollars. He discusses the importance of aligning the sales leader's vision with the founder's vision, the role of self-awareness and adaptability in leadership, and the impact of hiring on the success of a company. Lucas also emphasizes the need to prioritize important tasks over urgent ones and shares insights on finding a competitive advantage in hiring. Take Aways Finding the truth about your sales organization is crucial for success. Aligning the sales leader's vision with the founder's vision is essential for growth. Self-awareness and adaptability are key traits for sales leaders in a rapidly changing environment. Hiring the right people has a significant impact on the success of a company. Prioritizing important tasks over urgent ones is crucial for long-term success. Finding a competitive advantage in hiring can attract top talent to your organization. Learn More: https://www.yardstick.team/ Connect with Lucas Price: linkedin.com/in/lucasprice1 Connect with Dr. Jim: linkedin.com/in/drjimk Mentioned in this episode: BEST Outro…

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Optimizing Sales with Operations and Enablement 35:06

46 weeks之前35:06

35:06

Summary Lucas Price interviews seasoned sales leader Adam Aarons, renowned for his tenure as CRO at Okta and his roles at companies like BladeLogic and Drata. They dig into strategies for building elite sales teams, focusing on effective sales processes, operational visibility, and continuous enablement. Adam shares insights on navigating new market segments, the significance of discovery, and the importance of structured sales methodologies. Additionally, he offers tips on hiring the right talent and leveraging mentorship. This episode is packed with actionable advice for sales leaders aiming to drive high performance in their teams. Take Aways Operational Visibility : Establishing a strong operations framework is vital for early detection of potential pitfalls in your sales strategy. Continuous Enablement : Constantly iterating and improving your team's skills and processes is key to maintaining high performance. Role of a Champion : Differentiate between a true champion, who has power and influence, and a coach, who merely advises without substantial impact. Focused Discovery : Effective discovery involves understanding the prospect’s core problems and why they should act now and choose your solution. Hiring Principles : Look for intelligence, coachability, drive, and will in potential hires to form a resilient and high-performing sales team. Learn More: https://www.yardstick.team/ Connect with Lucas Price: linkedin.com/in/lucasprice1 Connect with Dr. Jim: linkedin.com/in/drjimk Connect with Adam Aarons: linkedin.com/in/adam-aarons-438111 Mentioned in this episode: BEST Outro…

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Bridging Cultural Fit and Sales Strategy for Unmatched Growth 35:16

47 weeks之前35:16