In this episode of Coach2Scale, join Matt as he sits down with Mark Niemiec, Chief Revenue Officer at SalesLoft, to explore why selling is not the primary role of a salesperson. Mark shares insights on redefining the core responsibilities of sales teams, emphasizing problem-solving, active listening, and relationship-building. Drawing on his extensive experience from companies like Cisco and Salesforce, Mark debunks common myths about sales and highlights the significance of Maslow's hierarchy of needs in the sales process. Leaders will find valuable advice on coaching their teams effectively, managing expectations, and fostering an environment of continuous learning and empathy. Mark's journey, underpinned by the guidance of his lifelong mentor, offers a compelling case for the power of deep listening and thoughtful questioning. Tune in to learn how to inspire your team, navigate complex sales landscapes, and build lasting customer relationships.

Takeaways:

Help Your Team Solve Problems: As Mark Nemec highlights, the role of a salesperson isn’t just selling; it’s about solving customer problems. Encourage your team to understand and focus on their customers’ needs and the problems they need to solve.

Focus on Listening: Deeply listening to customers can provide valuable insights and help salespeople connect better with clients. Training your team to actively listen can lead to better problem-solving and stronger relationships.

Use a Structured Approach: Implement structured workflows and methodologies like MEDDIC or MEDDPICC to ensure your sales process is thorough and effective. Consistency in following a structured sales process can yield better results.

Maintain Continuous Training: Continuous improvement is key. Encourage your team to keep refining their skills through continuous training, even on basics like product understanding and listening skills, to stay sharp and effective.

Empathy and Connection: Build deep connections with your team through regular, even if informal, one-on-ones. Personal engagement helps in understanding their challenges and providing the support they need.

Hire and Develop from Within: Whenever possible, promote from within to leverage existing knowledge and company culture. Seeing potential in your current employees and nurturing them can lead to a more cohesive and motivated team.

Pipeline is Crucial: Never get complacent with your sales pipeline. Always ensure you have a healthy pipeline to cushion against unexpected changes in customer needs or market conditions. When you're winning, keep going.

Quote of the Show:
“Great salespeople are problem solvers first and foremost; they're professionals who care deeply about creating long-lasting, enduring relationships.” - Mark Niemiec

Links:
LinkedIn: https://www.linkedin.com/in/mniemiec/
Website: https://salesloft.com/

Ways to Tune In:
Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A
Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434
Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU
Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77
Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703
YouTube: https://www.youtube.com/@Coach2Scale

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward. These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.

Learn more at coachem.io

In this compelling episode of Coach2Scale, Justin Michael discusses the key principles and methodologies that have driven his success in the sales world. He dives into topics like the amygdala's role, heuristics, and the law of attraction in sales. Justin also shares his views on common myths in the sales profession, the significance of leaving voicemails, and how personalized coaching can elevate sales teams. Additionally, Justin explores unconventional methods like the impact of music and sleep on sales performance, advocating for a holistic approach. With practical advice and real-life anecdotes, this episode is a treasure trove of insights for sales leaders and professionals looking to up their game.

Takeaways:
~Inspect what you expect: Regularly review and provide feedback on your team's communications, voicemails, and emails. Ensuring consistency and quality at the top of the funnel can greatly enhance overall performance.

~Model persistence: Teach your team the importance of persistence in sales. Encourage them to follow up multiple times with prospects, as most successful deals require several touchpoints.

~Embrace personalized coaching: Tailor your coaching sessions to fit the unique strengths and areas for improvement of individual team members. This personalized approach can significantly enhance their performance.

~Foster a positive mindset: Create a culture where positive thinking and visualizing success are encouraged. This attitude can transform how your team approaches challenges and setbacks.

~Teach the art of meaningful touches: Ensure that your team's follow-ups provide value and are educational. Thoughtful touches that add value are more likely to engage prospects.

~Promote authenticity: Encourage your team to blend their unique personality with proven sales methodologies. Authenticity in sales builds trust and long-term relationships with clients.

`Invest in continuous improvement: Regular training, practice, and reinforcement of skills are critical. Emphasize the importance of being well-read and continuously improving oneself in the sales profession.

Quote of the Show:
“our thoughts become things and our mentality influences the world.”

Links:

LinkedIn: https://www.linkedin.com/in/michaeljustin/
Website: https://hardskill.exchange/
Book Link: https://www.amazon.com/dp/B0CMWSC66N?binding=kindle_edition&ref=dbs_dp_awt_sb_pc_tkin

Ways to Tune In:
Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A
Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434
Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU
Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77
Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703
YouTube: https://www.youtube.com/@Coach2Scale

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward. These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.

Learn more at coachem.io

In this episode of 'Coach2Scale,' host Matt Benelli is joined by Colum Lundt, co-founder and CEO of CoachEm. They delve into the significant gap in sales coaching and how CoachEm seeks to bridge this divide. Colum explains the critical difference between coaching and managing, emphasizing the importance of focusing on behaviors rather than just outcomes. The discussion also highlights the application of causal AI in improving quota attainment for CoachEm's clients.

Takeaways:

~ Invest in Manager Training: Ensure managers are trained to pull through training to ensure it's applied and that employees are learning from each other. Consider the significant impact of managers on employee performance and the need for intentional management, especially in remote work environments.

~ Focus on One-on-One Meetings: Treat one-on-one meetings with team members as sacred. These meetings are crucial for building relationships, providing specific feedback, and addressing both effort and effectiveness. Don't blow off these meetings; treat them with the same importance as meetings with key prospects or clients.

~ Prioritize Coaching over Managing: Understand the difference between managing (supervising effort) and coaching (enhancing effectiveness). Managers should focus on pinpointing where employees struggle and helping them develop the skills needed to overcome these challenges.

~ Leverage Data for Coaching: Use data to determine exactly where employees are struggling and why. Combining structured coaching with specific feedback based on data-driven insights can significantly improve team performance.

~ Build a Recruiting Pipeline: Treat the hiring process like closing a million-dollar deal. Always build a pipeline of candidates, even when not actively hiring, to ensure you can quickly find the right talent when needed. Active listening and great questioning are key in the hiring process.

Set and Maintain Cultural Values: Emphasize and model company cultural values in your leadership practices. Highlight and reward behaviors that align with these values to reinforce them across the organization.

~ Utilize AI as a Support Tool: Use AI and machine learning to assist managers by providing data-driven insights and recommendations. AI can help managers focus on key issues and spend their time more effectively, allowing for more precise and impactful coaching.

Quote of the Show:

• “if you really want to instill the right culture, you would treat that one on one as sacred”

Links:

• LinkedIn: https://www.linkedin.com/in/colum1/
• Website: https://coachem.io/

Ways to Tune In:

• Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A
• Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434
• Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU
• Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77
• Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703
• YouTube: https://www.youtube.com/@Coach2Scale

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward. These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster

In this episode of Coach2Scale host Matt welcomes Alix Douglas, Group Vice President, Partner Solutions at ServiceNow. Alex shares her extensive leadership experience from tenures at Microsoft, Oracle, and Salesforce. Debunking the myth of fear-based leadership, Alex discusses why long-term performance requires inspiration and purpose rather than fear and pressure. Highlighting the psychological and physical effects of fear-driven environments, she emphasizes the importance of leading with conviction, mission, and accountability. Alex also explores the unique challenges in tech sales, the critical role of vulnerability, and how to maintain psychological safety among teams during uncertain times.

Takeaways:

~ Lead with Inspiration, Not Fear: Great leadership isn't about instilling fear but inspiring your team. Understanding and mitigating the effects of fear can help you build a more productive and resilient team.

~ Promote Psychological Safety: Create an environment where your team feels safe to express themselves and take risks without fear of retribution. This leads to greater innovation and more honest communication.

~ Be Vulnerable and Authentic: Showing your own vulnerability helps build trust and encourages your team to be more open about their challenges. Admitting mistakes openly and demonstrating how to address them can inspire similar behavior in your team.

~ Understand and Support Individual Motivations**: Know what inspires each team member and what their fears are. This personal connection allows you to better support and motivate them effectively.

~ Provide Clear Direction During Uncertainty: During volatile times, keep your team grounded by focusing on the fundamentals and maintaining transparency about what you know and don't know. Provide daily touchpoints to address concerns and keep everyone aligned.

~ Model Desired Behaviors: Whether it’s being transparent about your values or demonstrating how to balance work and life, modeling the behavior you wish to see in your team is crucial for setting the standard.

~ Champion Diversity: Promote inclusive practices like supporting women returning from maternity leave with leadership opportunities. This demonstrates your commitment to diversity and inclusion, boosting morale and setting your organization apart as a rewarding place to work.

Quote of the Show:
“Leadership has to come from a place of nurturing and care, to ultimately guide a team towards its full potential.”

Links:
LinkedIn: https://www.linkedin.com/in/alix-douglas-9221155/
Website: https://www.servicenow.com/

Ways to Tune In:
Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A
Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434
Google Podcasts: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy50cmFuc2lzdG9yLmZtL2NvYWNoMnNjYWxlLWhvdy1tb2Rlcm4tbGVhZGVycy1idWlsZC1hLWNvYWNoaW5nLWN1bHR1cmU
Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77
Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703
YouTube: https://www.youtube.com/@Coach2Scale

CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward. These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.

Learn more at coachem.io